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How to Prepare for your Sales Pitch

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HOW TO PREPARE FOR
YOUR SALES PITCH
KEY TIPS AND TRICKS
with Steve Benson
“The battle is won or lost before the warrior steps
into the arena”
-Ancient Greek warrior
badgermaps.com
If you PREPARE for your sales
pitch, you WILL
Map Your Pitch To Your Prospect’s
Needs
Increase Your Credibility
Find Out Y...

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How to Prepare for your Sales Pitch

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Wondering how your sales pitch can keep your prospect hooked throughout the sales call? Customization is the key. The more customized your pitch is, the higher are the chances of you closing the deal. But how do you do that? What are the steps you need to take before the sales call to create a pitch that is tailor made to your prospects? Learn more.


This presentation is based on a video from the series 'Field Sales Tips and Tricks'. You can watch them on YouTube here:
https://www.youtube.com/watch?v=Z-TBksUbaEw&list=PLYAFWkWnQLHnNysgXgwxVv_Vdjc7uscxA

Wondering how your sales pitch can keep your prospect hooked throughout the sales call? Customization is the key. The more customized your pitch is, the higher are the chances of you closing the deal. But how do you do that? What are the steps you need to take before the sales call to create a pitch that is tailor made to your prospects? Learn more.


This presentation is based on a video from the series 'Field Sales Tips and Tricks'. You can watch them on YouTube here:
https://www.youtube.com/watch?v=Z-TBksUbaEw&list=PLYAFWkWnQLHnNysgXgwxVv_Vdjc7uscxA

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How to Prepare for your Sales Pitch

  1. 1. HOW TO PREPARE FOR YOUR SALES PITCH KEY TIPS AND TRICKS with Steve Benson
  2. 2. “The battle is won or lost before the warrior steps into the arena” -Ancient Greek warrior badgermaps.com
  3. 3. If you PREPARE for your sales pitch, you WILL Map Your Pitch To Your Prospect’s Needs Increase Your Credibility Find Out Your Prospect’s Pain Points Understand Your Target Audience Better Be Ready To Overcome Objections badgermaps.com
  4. 4. CLOSE THE DEAL Therefore, your PREPARATION determines whether you or you LOSE it badgermaps.com
  5. 5. Did you know that 1 in 8 jobs in the US is a sales job? Knowing how to prepare for a sales pitch is a KEY skill SALES PITCH badgermaps.com
  6. 6. AN UNPREPARED SALES PITCH IS THE WORST MISTAKE YOU CAN MAKE BECAUSE: ➢ It’s not customized ➢ You can’t address your prospects pain points ➢ You can’t anticipate sales objections. ➢ It makes you look unreliable AND ➢ It lowers your chances of closing the deal badgermaps.com
  7. 7. What are the steps you need to follow to prepare for a successful sales pitch? badgermaps.com
  8. 8. The information you will gather will allow you to CUSTOMIZE your pitch. 1. DO RESEARCH badgermaps.com
  9. 9. 1.4 Gather info about them 1.3 Determ ine the Context 1.1 Roles of your Prospects 1.2Identify theirpain points 1.5UnderstandtheCompany What info do you need? badgermaps.com
  10. 10. Sales Manager? Assistant? IT Professional? Marketer? Account Manager? Is he the Manager? Whom does he report to? 1.1 Determine the roles of your prospects badgermaps.com
  11. 11. By knowing the ROLES of your prospects you can UNDERSTAND who they report to and how they impact on the decision-making. MAP your pitch to their specific needs and interests. ANTICIPATE the objections they might have according to their role. badgermaps.com
  12. 12. Watch the video in the next slide to find out the secret to handling sales objections! badgermaps.com
  13. 13. 1.2 Identify their pain points Sales Manager? Low closing rates? Too much driving time? Poor team efficiency? Sales reps not motivated? Each prospect has different pain points. badgermaps.com
  14. 14. From Problem to Solution badgermaps.com
  15. 15. 1.3 Determine the context ● Is your product part of a specific project? ● Why are they having this conversation with you? ● Why did they become a lead? badgermaps.com
  16. 16. Your best friends to find relevant data about them Look for common interests with your prospects And use that to BUILD A RELATIONSHIP! 1.4 Gather info about your prospects badgermaps.com
  17. 17. 1.5 Understand the company Learn about the company and its industry WEBSITE GOOGLE NEWSARTICLES RESEARCH What’s the general opinion about the company? badgermaps.com
  18. 18. Understanding the main business drivers will help you better map your solution to their problems. What are the major projects they working on? Can you map your solution to any one of those? Can your solution indirectly/directly help them? Use this info to craft an effective pitch! badgermaps.com
  19. 19. REMEMBER: A successful salesperson is not the most articulate or the smartest person, but the one that really understands their prospects’ business model and addresses their prospects’ pain points. badgermaps.com
  20. 20. 2. DO A PRE-CALL Ask your prospect to do a 5 min pre-call before the actual sales pitch badgermaps.com
  21. 21. How can you ask your prospect to do a pre-call? “Hey, would you like to have a 5-minute prep-call before we have the call with the group just to make sure that we can be prepared and make sure everything goes smoothly? You know, I just I want to make sure that we can we can focus on the things that you want to get out of this and what's most important to you, what’s the main goals that you want to achieve with this meeting?” badgermaps.com
  22. 22. Some questions to ask during your precall to make your pitch super customized and powerful: “Hey, I wanted to call and check if everything was straightforward and we’re all set up for tomorrow's demo if that's okay with you?” “Hey, we're meeting at X location and at x meeting room and for X amount of time, right?” “Hey, just so as to make sure that I'm focusing what's most important to you, Mr. customer, what's the main goal you want to achieve with this meeting?” “So today how are you solving this problem like obviously did you know you guys have this problem today what are you doing what does it cost you to not be doing this?” badgermaps.com
  23. 23. 3. KNOW WHO WILL ATTEND Knowing who your audience will be will allow you to customize your pitch even more! badgermaps.com
  24. 24. Your sales champion? Your opponent? The skeptical CFO? The decision-maker? During the pre-call you will probably find out who your audience will be. badgermaps.com
  25. 25. Why is this important? ● To GATHER the tools you need to convince each stakeholder. ● To ANTICIPATE their possible objections and have answers ready for them. ● To PREDICT who are going to be your opponents and your allies. ● To KNOW who will make the final decision. badgermaps.com
  26. 26. IN SHORT... What do you need to prepare for your sales pitch? 1 Do research Gatherdetailsaboutyour prospectsto build a relationship. 2 Do a pre-pitch Have a 5 m in pre-callto gatherthe data that’s going to m ake the pitch m ore successful. 3 Know w ho w illattend Study youraudience to anticipate objections and custom ize yourpitch even m ore. badgermaps.com
  27. 27. Wondering how to apply all of this to your own sales pitch? Watch the VIDEO on the next slide to know just how! badgermaps.com
  28. 28. Happy Selling! badgermaps.com

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