An essential part of the sales process, the sales pitch is an exercise that needs to be prepared and built methodically. Here are six steps to help you prepare your sales pitch.
- Paying attention to your communication
- Analyse the prospect's issues
- Asserting your own commercial offer
- Take into account the factors influencing the prospect
- Propose a solution
- Writing the sales pitch
1 – Pay attention to your communication
Anticipate a cognitive (more information), affective (feeling) or conative (action) response. Adapt your communication to your prospect.
Analyse the prospect's issues
Start with an observation, refine the prospect's positioning and then consider possible developments for their business: FACTS-OPINION-CHANGE.
2
3
Asserting your own commercial offer
In particular, thanks to the CABP matrix: Characteristic, Advantage, Benefit for the prospect, Evidence.
Take into account the factors influencing the prospect
They may be those around them, their own perceptions, their socio-cultural environment, etc. Prepare yourself to respond to their objections.
4
5
Propose a solution
To sell, you need to be convincing. To do this, you need to present the pricing, the overall features and the conditions for implementation.
Writing the sales pitch
Pay attention to vocabulary and syntax, and summarise.
6
What not to do :
- use in-house jargon
- oversell
- not listening to the customer
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