How to Build a Successful Sales Pitch
Download the Full Whitepaper Below
Every product is unique. Just like every sale is going to be unique. With that being said, it is critical for every sales team to develop their own sales process to ensure that sales reps follow a path to success.
In this Whitepaper we will cover the 6 Step Sales Pitch. The purpose of this document is to help sales reps better understand what is needed in order to close a deal and necessary steps that they need to take. Your team should be creating its own deal stages and exit criteria.
Below are each of the steps:
6. Follow Up / Pitch
As always, every team is different. Take what you can from each of these stages and implement.
Research and preparation are a HUGE portion of your sales process. Most organizations do not train their sales reps on what they should be searching for. This is a major problem with the current approach to sales training. Stop it with the KPI’s and “activities”. Train your team on how to evaluate a good account before they even step into a meeting.
We recently published a Whitepaper on this called “How to Prepare for a Sales Call”:https://www.hubpitch.com/resources/2018/11/20/how-to-prepare-for-a-sales-call
The above post discusses the main resources that you can use for free to better prepare for a call.
Your team should be researching the below details before they ever step into a meeting:
· Potential Decision Makers
· Experience and Tenure of Contacts
· Revenue and Financials
· Outside Investors & Stakeholders
· Company Culture
Separating rapport from discovery is a strategy that many sales teams are beginning to establish. Why? Humanizing yourself allows a sales rep to gain more flexibility with their call.
Rapport Building should not be a large portion of your call. Allocate 2–3 minutes ONLY. By allowing this time to build a relationship your contacts will feel more comfortable with your reps, thus more likely to be truthful and honest when asked questions about “pain” or “challenges” later on.
Most sales reps struggle with discovery. The reason for this is that they overpower their contacts by talking too much. Less is more.
Discovery is typically a 5–10 minute portion of your sale where a sales rep is discovering more information about their contact, not the opposite. Use the 1-to-1-to-1-to-1 rule: 1 question — 1 answer — 1 statement — 1 response.
Rep asks a question
Buyer answers the question
Rep makes a statement about how they have a solution
Buyer responds / reflects
….then on to the next question
Avoid yes/no questions… always strive for a question that requires more than a one word answer. Try questions like:
“what kind of effects does this have?”
“can you elaborate on that a bit more?”
“what happens if you don’t make a change?”