Posted Aug. 20 2019, 03:50:13 pm

Ashlyn Brewer

Vice President

Wondering How to Make a Sales Pitch?

Sales presentations are the ultimate “make it or break it” moment. Every company wants more “at bats” with potential clients. However, too many companies waste those opportunities. They get into the room (finally!) and then it goes nowhere.

If you’re wondering how to make a sales pitch more effective, be brief, simple, and inspiring. The most successful sales pitches tell your prospect that you understand their world – and teach them how to make it better. If your sales presentation is lacking any one of these or all of these things, then it’s time to get to work.

Remember, the customer you’re delivering your message to is most likely sitting through similar pitches all the time, including from your competitors. How do you make your story rise above all the others?

Tips for How to Make a Sales Pitch

Here are the three most common reasons why your sales presentations aren’t working, and how to fix them:

Problem 1: Your presentation is too self-centered.

Solution: “Before we start, here’s a little bit about who we are.” We’ve all heard that line, and no one seems to be able to keep it to a little bit. Sales messages are too often vanity-filled exposés that include unneeded and unwelcomed background on people, places and things. The customer, in most cases, doesn’t care that your office is on the 12th floor of the tower building. They care about whether you can solve their problems. If you’re talking about anything other than that, you’re losing them.

Problem 2: Your presentation is overstuffed and boring.

Solution: Every sales person has heard the phrase: “If they’re talking, they’re buying.” And yet, we then proceed to DO ALL THE TALKING. Your sales presentation should give you just enough content to get prospects to share more about their problems and set the stage for how you’ll help them solve them.

Think about ways to streamline the content into only what’s mission critical. Use fewer words and tailor the message to specific clients. Rather than recite a list of statistics, use your time to talk about instances where you achieved successful results for other clients. Attention spans have shrunk significantly in the past decade, so try to grab the audience’s attention immediately. Also, think about ways you can be more engaging — to make it more like a conversation than a lecture.

Problem 3: Your presentation is full of jargon.

Solution: The best thing you can do is explain things in simple terms. Avoid the use of acronyms and industry jargon. Just because your buyer can understand jargon doesn’t mean they want to expend their energy doing it. If you can’t simply tell the prospect how you can help them, and you over rely on stats and acronyms to sound smart, you’re not going to break through.

Do you or your team need help learning how to make a sales pitch that results in increased wins? Get a consultation or download the Ultimate Growth Marketing Playbook today.

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