How to write a pitch: a sales presentation that works

Posted on:  June 12,2018  Author: Admin

If you wonder how to write a pitch, we’re going to list some of the key ingredients for a sales presentation that works, so you can build a dynamic sales pitch that will help your team close more deals.

  1. Describe your offering. Let your prospects understand why they should buy what you are selling by telling stories about the ways that your product solves real pain points for your customers. Stories bring complex ideas to life and people remember them easily and for a long time. Make your prospective customer the hero using “you” instead of “they” in your sales presentation. “You probably struggle with document management,” instead of, “Many of our customers once struggled with document management.” If you take some time to prepare this sales presentation by pulling real examples from your prospects’ websites, social media accounts, blogs, your sales pitch will be more personal, which means your audience is more likely to pay attention to what you have to say.


  1. Explain how you outperform the competitors. Any buyer wants to know all options before making a final decision. So, make a competitive analysis of your competitors a part of your sales presentation. Do some research to find out what the biggest pain points of different types of customers are—not everyone is going to have the same priorities. Explain how you beat out your competitors for their specific buyer type with a visual comparison, symbols, colours and infographics.


  1. Show social proof through customer testimonials. Bring your testimonials to life showcasing your top customers’ photos, logos and quotes in your sales presentation. Draw from different testimonials, depending on who your audience is. Showcasing customers in the same vertical as your prospect is much more likely to convince them of the value of your offer.


  1. Visualise your pricing structures. The moment when a sales executive asks the prospect to pay for your product or service needs never to come too early in the sales presentation, before the value of the offer has been established. When visualising your pricing structure, guide your prospects towards the price you’re aiming to sell at by giving the audience 3 options: the two extreme ones will make the middle look all the more attractive. The technique is known as “price anchoring”.You can also bundle items purchased in tandem to sell multiple products or parts of a larger package, creating a package deal that makes it easier to get everything with just one one signature.


  1. Include a Call-to-Action. If you don’t agree on next steps before parting ways, how well your sales presentation went won’t matter. Whether it be another demo, a free trial, or a second phone call, don’t let the deal die due to confusion. Give prospects a free trial after your presentation so the minute the meeting is over, they can start using your product and immediately feel your product filling their needs based on the storytelling magic you set up in the beginning of the presentation. Asking the prospect what objections they see coming from the decision maker leaves no budget constraints, timing issues, strategy conflicts, or other objections unanswered.


If you think your sales presentation skill is strong enough, apply for media sales jobs to start a very rewarding career in the amazing advertising industry!


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