Business Plans

I thought I would share some thoughts on the sales pitch.

At some point in the sales process we need to make our pitch. This is an area where most of the vendors could do much better. Most of the people in the sales of a standard field that every customer reach hear. This does not work! People are different and buy for different reasons.

When people buy things that buyers have what we call criteria purchase. These are the compelling reasons for purchase that are most important to them. Think of a Mercedes car. Different people to buy a Mercedes for different reasons. After have trained many Mercedes dealers, I have learned that customers buy for different reasons and these can be summarized in the image, performance, finance and security.

, The image or ego is an important motivator for some people. They love the look of the Mercedes and the Tri-Star on the front says a lot about his condition. Other people are interested in performance issues. A Mercedes is a very sophisticated piece of machinery with billions of gaps in research and development that have made it what it is today.

Funding can be a great motivator for some customers from Mercedes. The residual value of a Mercedes is high. You get a lot again for when you sell your vehicle so it is a good investment. This is what motivates some buyers of Mercedes.

Finally, security. Until you talk to Mercedes salesman knowledge has no idea how safe are these cars. There are many security features that can be integrated to form a transition to a sales security culture of Mercedes customers.

Therefore, before preparing a sales pitch, you need to understand what will motivate your customers to buy from you. What is important to them? What are your priorities and needs?

In my training courses that highlight the importance of asking questions in a way controlled and structured. Many vendors lack the self discipline to plan and prepare their strategy of questioning. His lack of professionalism exclude the top 5% of the sellers making all the money.

Here are the areas we need to investigate if we are to successfully identify facts, opinions, needs and feelings allowing us to develop a sales pitch that is really convincing:

• Contact. The person we met with. We need to know about them and what motivates
• Organization. This is the company they work for. What is happening in your business? How can changes in business We provide sales opportunities?
• The decision process. How decisions are made, that is involved and what are the relevant deadlines?
• Current suppliers. Who are buying at the moment and how well is the performance of your competitors?
• Competition. Are we in a situation bidding with other companies to compete against?
• Finance. What budgets are prepared? What is your perception of price?
• Problems. What are the current problems we have to help them solve? All sales are troubleshooting. What are your problems?
• Needs. What are their buying criteria? What do we need to give us the choice of supplier?

Once you have all this information that is ready to begin preparing your pitch. Here are some ideas:

1. Identify the services or products that the customer are interested in

2. Set your goals. Set yourself a target for more than having a fall back position if you fail to make the sale

3. Clarify what style and length of the presentation that the customer wants, for example, blowing a PowerPoint presentation, a demonstration product or a short briefing followed by a discussion

4. Establishing the key message the client wants to take away from his presentation – the main benefit, or a set of benefits that make your offer attractive

5. Establish a few key points that support this message, deal points to the needs of customer and their interests. Not more than argue your case. The arguments, the least convincing of his case

6. Prepare a logical argument for buying your product or service based on their knowledge of the client. But also be aware that there will be no emotional problems that have great influence on the decision to buy

7. Anticipating objections or customer might raise questions

8. Prepare a beginning, a middle and an end to your presentation. Tell them what you to tell them, tell them and tell them what you said.

9. Collate the facts and evidence to support his argument: for example, product samples, brochures or testimonials customers. Make sure your work samples.

10. Rehearse your step until you are satisfied. Practice makes perfect

11. Think about how will close. You should seek commitment, whether to an order, or the next phase of the sales process

Make sure when submitting his tone that reminds the customer of what was discussed at previous meetings. This shows you're listening.

Sell the benefits. Try to answer all your customers are asking: "What it for me? "

Finally, during its launch forget to close the trial. Closure test is a process of asking questions during your sales pitch for information on how the customer feels. "What do you think?", "Is that the kind of thing you're looking for?" "How do you feel about that?" Examples of closure of the trial.

Keep asking for feedback and do not forget the final closure at the end. 70% sellers do not ask because they fear rejection. Do not be one of them. If you would like to discuss this in more detail e-mail me frank@salestraining.co.uk or visit the website href = "http://www.salestraining.co.uk" target = "_blank"> www.salestraining.co.uk

About the Author:

Frank Atkinson is one of the leading Sales Trainers in the UK. He has trained many tens of thousands of salespeople since forming his company in 1989. He lives in York England.

Article Source: ArticlesBase.com – Perfecting your sales pitch

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