The Holy Grail Part I: Preparing Your Sales Pitch

Proper Planning Prevents Piss Poor Performance

Like in every aspect of business, in sales, it always helps to have a plan! When setting off with DreamStart, nobody picked a phone up until they had formulated a one and here’s a list of things to consider: (again, this has just been cut and pasted from the original training document)

• Find out which services or products the customer is interested in.
• Establish your objectives. Do you want to make a sale now, or create initial interest to justify a later presentation to the decision-maker?
• Clarify what style and length of meeting/conversation the customer wants: for example, a full presentation, a product demonstration or a short briefing followed by a discussion.
• Establish the key message you want the customer to take away from your conversation – the main benefit that makes your offering attractive.
• Establish a few key points that support this message; relate your points to the customer’s needs and interests.
• Prepare a logical argument which will convince the customer to take action: for example, book a follow-up meeting or place an initial order.
• Anticipate any objections or questions the customer might raise and have the answers ready.
• Organise your material into self-contained sections which you will be able to expand or shorten in the conversation depending on the response.
• Prepare an introduction and conclusion to introduce the key points at the start of the conversation and to reinforce them at the end.
• Collate any facts and evidence to support your argument: for example, product samples, brochures or customer testimonials. Make sure your samples work.
• If need be, prepare a first draft and read through it aloud, leave it overnight and then revise it.
• Identify and prepare any simple, relevant visual aids which will reinforce or clarify your points: for example, flipcharts, handouts or PowerPoint presentations.
• Transfer the key points of your presentation to cards or a summary sheet and note where any visual aids will be used; discard the draft.
• Rehearse your presentation until you are satisfied; consider asking colleagues for feedback or recording yourself.
• Make sure you know how you will close the conversation and agree follow-up actions.

Next Post – Part II: Questions, Questions, Questions…

—————————————————————————-

If you enjoyed this article, please consider leaving a comment or sharing it with your followers on Twitter/Facebook etc. To subscribe to hillrichblog please enter your details in the box on the top right hand side of this page.

Leave a comment