The sales pitch is one of the most important pieces of the sales process, but it can also be one of the hardest to get right.
When it comes to customer engagement, it takes an average of eight cold calls in order to even reach a prospect, according to SiriusDecisions Research. However, a proper pitch is still an essential piece of the equation, as it is most likely a customer’s first direct experience with a company’s product solution. Strategic timing and confidence in delivery are crucial.
The sales process is most effective when the robotic script is thrown away and a salesperson’s informative personality comes through. According to David Orlan, Senior Business Development Executive at Machinio, listening and understanding where a customer’s business problems originate is the real key to success.
Built In Chicago sat down with two local sales professionals to see how they have perfected their outreach methods and what skills make the most impact.
Machinio’s machinery marketplace facilitates industrial suppliers transactions that do not exist elsewhere. By understanding exactly what the seller is offering, a salesperson can better connect with the right buyer by matching their shared values.
What’s the key to a successful sales pitch, and why?
I try to approach pitching as more of a genuine conversation so I can get to know who I’m talking to, what they value and what makes them tick. I like to try to have an honest exchange, hopefully getting to know each other both personally and professionally.
By then, I’m on their wavelength and know what’s important to them. At that point, it’s much easier for me to provide the perfect solution to their problem. Come to think of it, that might make the real key – listening!
What’s one change you’ve made that’s really elevated your sales pitch?
Going in with the mindset of putting myself in their shoes. Again, finding out what makes them tick by asking the right questions and ultimately providing the solution that gets them what they want (and gets me what I want, of course). Think like them and it will be much easier for you to create the value they’re looking for.
Being curious will help you build rapport and trust while also helping you come up with the perfect solution to their problem.”
What’s the most valuable piece of advice you could share with someone who’s looking to take their sales pitch to the next level?
Be curious: “How? Why? Tell me more.”
Being curious will help your pitch in so many ways, like that friend who calls or texts every so often to ask how you’re doing. It’s a pretty basic question, but they end up liking you more naturally just because you ask. Being curious will help you build rapport and trust while also helping you come up with the perfect solution to their problem that much faster, so you can go be curious with the next person.
At Smokeball, time truly is money. Their time management software automatically tracks client-related activity within certain applications like Word and Outlook. Sales Manager Andrea Valle says that positioning yourself as the expert and explaining what sets your company apart from the competition can take your business relationships to the next level.
What’s the key to a successful sales pitch, and why?
The key is to understand the problem your solution will solve — more specifically, the direct problem the person you are pitching to is most likely experiencing.
Before a client even tells you their problem, you know based on your past experiences and your product knowledge why they need a solution like yours. It is very important to tie those pieces together to create a successful pitch that not only opens up the conversation, but also positions you as an expert in the industry and someone they want to consult with.
What’s one change you’ve made that’s really elevated your sales pitch?
I take the time to learn about the person I am pitching to so I can make my message as individualized as possible. I want my clients to know that I am talking directly to them and not using the same pitch I give to every other client. Using this approach has really allowed me to create a trusting relationship from the initial conversation; the client views me as someone who is knowledgeable and who will take the time to listen and consult with them.
As clients are evaluating their options and going through the sales process, that approach is what really sets me, my product, and my company's services apart from the competition.
There is nothing like a genuine message to get you in the door.”
What’s the most valuable piece of advice you could share with someone who’s looking to take their sales pitch to the next level?
Don’t be scared to be yourself and think outside the box! There is nothing like a genuine message to get you in the door.
People can sense when you’re reading off a script or trying to be someone else. It’s important to find your voice and find what works for you, then take it to the next level by really listening for what the client needs. Be confident in your experience and what value you can provide.
