World-Class Sales Pitch

This is what it looks like...

Prospects and Clients have more buying control than they’ve ever had.

They have the ability to become extremely educated before they have their first sales conversation.

The days of delivering a monologic sales pitch are dead.

A world-class sales pitch is when you never mention your company, product, or service.

Instead, ask leading questions that indicate the benefits your offering produces for the business. Let me break this down 👇

As an average salesperson, you could deliver a pitch like…

“When customer’s implement our call recording software, they typically see a 33% increase in meeting conversions and a 12% increase in closed/won deals.”

This is a solid pitch - it speaks to the outcome of the product, which is what we want to focus on. Stay away from the things you product or services does. In other words, in this scenario you don’t want to say things like “our product records phone calls, allows you to listen to them, collaborate and add comments, analyze talk-time ration, etc.”

Those are valuable, but they’re features and features don’t communicate business outcomes.

As an elite salesperson, you could deliver a “pitch” like…

“What is your current meeting conversion rate?”

“Great, so you’re at 35% right now - what would it mean for you, your team, and your business if that number was 68%?”

“What’s your closed/won ratio at the moment?”

“Got it, so you’re closing 40% of your deals but you’re falling short of your revenue goals. Imagine you got your close rate over 50%, would that help you hit your target?”

Do you notice the difference?

Both are good, but the second one is better because it’s selling through the line of questioning.

Don’t deliver a one-sided pitch where you talk about how great your offering is. Ask leading questions that indicate the value your offering will bring to the business.

Sales is the easiest, most difficult job there is. Let’s keep this role as simple as it should be. Ask good questions - that’s much more impressive than delivering a well rehearsed 2-minute sales pitch.

Have a good day, y’all!