Crafting an effective sales pitch is no easy task. That’s because what used to work, no longer does. Today’s buyers don’t want to listen to an impersonal, long-winded speech that sounds more like a list of company accomplishments than an actual product or service offering. Prospects want a two-way conversation in which salespeople listen to their challenges, ask pertinent follow-up questions, and offer a real solution.

That being said, if you were to grade your sales pitch right now, how would you fare? If you gave yourself a below average score, here are some tips to get your sales strategy back on track:

1. It’s All About the Preparation

Don’t forget to do your research. When it comes to sales, preparation is paramount. Buyers are inundated with information, which means you need to find a unique way to connect the value of your solution to their specific needs. It’s not only important to research prospects, it’s also critical to brush up on their industry. This will allow you to better position your product or service and have more meaningful conversations.

2. Make it a Conversation

Whatever you do, don’t read off a script; your conversation should be organic. Resist your urge to bombard the buyer with loads of product or service information, as chances are they’ve already researched what you’re offering. You should spend the majority of the time listening to what they’re saying and asking questions. If you’ve done your homework, you should already have answers to their main problems or challenges.

3. Give Real-World Examples

Instead of telling prospects that your product or service is the best the industry has to offer, provide them with specific examples. For example, did you help a company increase sales by 50%? Or did you recently win a prestigious award? Buyers like to hear how you helped real companies solve their problems. Tread carefully, however; don’t risk offending a buyer by gloating.

4. Remember a Call to Action

Don’t wait for the prospect to determine next steps – because they won’t. End your sales pitch with a call to action to ensure that the process moves forward. Whether it’s scheduling a follow-up meeting, providing a product demo, or sending sales collateral, always remember the call to action.

5. Don’t Forget the Follow-Up

Make sure you follow up on your promise promptly. This way, you stay on the prospect’s mind. Email is the preferred method; it’s less intrusive and prospects can obtain the information on their own schedule.

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