MAKING A GOOD SALES PITCH
The not-so-secret way to move products and services is
through a persuasive sales pitch. Don't rely on a moment of inspiration to
guide you through a sales call or in-person meeting. Instead, develop a
strategy to create a spiel that makes someone want to purchase what you have to
offer. To do this, you must convince buyers why they need what you're selling
and get them excited about it.
Knowledge
An in-depth understanding of the item or service you are
marketing will give you an advantage when you issue your sales pitch. You need
to demonstrate knowledge regarding features, functioning, accessories, pricing,
availability, packaging and options as applicable. You need to come across to
potential buyers as an expert so they will take you seriously.
Identify Focus
When forming your sales spiel, you should carefully identify
your focus. You do this by knowing what your customer will like and connect
with about your product and service. According to Matthew Swyers in an article
in Inc., you must identify the major factor that your particular market wants.
This will give you an edge in closing sales. For example, if you are selling
laptops, you need to assess what buyers want and need in a computer. Young
on-the-go people will be looking for options like long battery life and the
ability to sync with their other digital devices. This information helps direct
your pitch.
Positive Energy
Your sales pitch needs to radiate excitement. An attitude of
positive engagement will attract people to you and what you sell. Work on
smiling and an open and inviting body posture. Speak with a level of excitement
in your voice, but don't overdo it to the point of insincerity, as you won't
fool anyone. Forbes writer Jacquelyn Smith says that you should not consider
your selling method to be just your talking but a dialogue between you and the
people you want as customers. Participate in an active conversation when you
make your pitch to potential buyers to make them and yourself more comfortable.
Anticipate Questions
Learn what questions people might ask before you try to sell
something to them. You can do this by putting yourself in a customer's place to
consider what he will want to know about the product or service. Another way
you can anticipate questions is to practice your pitch in front of friends. Ask
them to pose questions to you so you can prepare for similar queries from
potential buyers.
Rehearsing
Repeat the selling points you want to use over and over
until uttering your pitch becomes very natural to you. Salespeople need
frequent practice to build confidence and help conquer nerves for when they
will present their information to future customers. Run through your pitch in
front of the mirror to monitor your body language while speaking. Also,
rehearse in front of family and friends and ask them for objective feedback so
you can improve your technique.
