One
Think very carefully about exactly what want the client (or potential client) to say, feel, believe or do as a result of your sales pitch. What are the specific results you want to achieve? What is the next action that you want the client to take after your sales pitch?
Think very carefully about exactly what want the client (or potential client) to say, feel, believe or do as a result of your sales pitch. What are the specific results you want to achieve? What is the next action that you want the client to take after your sales pitch?
Two
When designing your sales pitch always start with the client and not by talking about you and your products and services. Start by demonstrating that you understand the client’s aims and objectives.
When designing your sales pitch always start with the client and not by talking about you and your products and services. Start by demonstrating that you understand the client’s aims and objectives.
Three
A powerful pitch structure is:
A powerful pitch structure is:
Client’s aims / objectives
Client’s needs / problems (Where they are now)
Client’s success criteria (Where they want to be)
How you can help the client move from where they are now to where they
want to be.
Case studies / testimonials about how you have done this for other clients.
Investment required from them.
Suggested action / implementation plan
Client’s needs / problems (Where they are now)
Client’s success criteria (Where they want to be)
How you can help the client move from where they are now to where they
want to be.
Case studies / testimonials about how you have done this for other clients.
Investment required from them.
Suggested action / implementation plan
Four
Does your pitch answer the questions:
Why should the client buy from you?
Why should the client only buy from you?
What are your points of differentiation?
What is the most important thing you want the client to remember about you?
Does your pitch answer the questions:
Why should the client buy from you?
Why should the client only buy from you?
What are your points of differentiation?
What is the most important thing you want the client to remember about you?
Five
Less is more! Keep your pitch as short and punchy as possible.
Too many sales pitches are too long, too self-indulgent and too boring.
Less is more! Keep your pitch as short and punchy as possible.
Too many sales pitches are too long, too self-indulgent and too boring.
Six
What is your main message – the most important thing you want to client to remember?
Repeat this three times during your pitch.
What are your three key points? If you include any more than three then the client is likely to forget.
What facts do you have to back up what you claim?
What is your main message – the most important thing you want to client to remember?
Repeat this three times during your pitch.
What are your three key points? If you include any more than three then the client is likely to forget.
What facts do you have to back up what you claim?
Seven
Do you have a story about how you have helped another client (preferably as similar to the client you are pitching to) to achieve the results they wanted?
Introduce the client character, describe the problems they were experiencing, show how you provided the solution they needed and then describe the results they achieved.
Eight
Can you create curiosity right at the start of your sales pitch? A curious client is very attentive and receptive. One method you can use to create curiosity is to tell them some of the things that you are going to reveal during the sales pitch and then to tell the client about these at different stages as the sales pitch progresses.
For example, “As we progress I am going to show you three tried and tested and proven ways that we can deliver exactly the results you are looking for and provide you with rock-solid evidence of our capability.”
Do you have a story about how you have helped another client (preferably as similar to the client you are pitching to) to achieve the results they wanted?
Introduce the client character, describe the problems they were experiencing, show how you provided the solution they needed and then describe the results they achieved.
Eight
Can you create curiosity right at the start of your sales pitch? A curious client is very attentive and receptive. One method you can use to create curiosity is to tell them some of the things that you are going to reveal during the sales pitch and then to tell the client about these at different stages as the sales pitch progresses.
For example, “As we progress I am going to show you three tried and tested and proven ways that we can deliver exactly the results you are looking for and provide you with rock-solid evidence of our capability.”
Nine
Provide clarity and contrast about the difference the client will experience as a result of working with you or from buying your product and service. Make it very clear and specific.
Provide clarity and contrast about the difference the client will experience as a result of working with you or from buying your product and service. Make it very clear and specific.
Ten
A confused client never buys. Limit choice if you want them to make a decision. Provide and clear choice and next action and give the client something to buy.
Good luck and good selling!
A confused client never buys. Limit choice if you want them to make a decision. Provide and clear choice and next action and give the client something to buy.
Good luck and good selling!
Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.
He is the bestselling author of five business books:
· Neuro-Sell: How Neuroscience Can Power Your Sales Success
· Bare Knuckle Selling
· Bare Knuckle Negotiating
· Bare Knuckle Customer Service
· The Inner Winner
To learn more about Simon's keynote speeches and other services please visit:
To subscribe to Simon's hard hitting "Selling and Negotiating Power Tips newsletter please visit:
www.SellingAndNegotiatingPowerTips.com
www.SellingAndNegotiatingPowerTips.com
To subscribe to Simon's "Neuro-Sell" newsletter please visit:
www.neuro-sell.com
www.neuro-sell.com
No comments:
Post a Comment