How you carry yourself in a sales pitch is a huge factor as to whether a prospective client buys from your company or the competition. While charisma itself can be a factor in a successful presentation, it’s not always a sure-fire way, especially if what you have lacks substance. Learning what your client needs and adjusting yourself accordingly is much more important, but in order to do that, there are a few things you need to learn, and we’re going to be highlighting them in a few.
Here are just a few strategies you can adopt for a successful sales pitch:
If you’re aiming to get a quick close in your presentation, the first thing you’ll need to know is who is the one doing all the decision-making. They’re the ones who weigh all the options available, and they’ll be the ones you’ll need to convince. It’ll be a waste of time and effort convincing someone who doesn’t even have a say in how the company does its deals.
Try to customize your sales presentation to the interest of whoever is in charge… and you should do so even if they’re not around during the presentation itself. Chances are, the people in the room will be handing out the information directly to their boss, and how you present yourself will still be conveyed to the primary decision-maker.
If your prospective client has done a good amount of deals in the past, then chances are that they’re good at gauging out a person’s character. Try to be honest with them within reason, but don’t be too much of a pushover. It’s okay to come prepared to your presentation but being too calculated may put some people off. Don’t just recite, converse. This humanizes you in front of your client, improving your chances of them empathizing with you.
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The purpose of putting a deadline to your deal is to put a sense of urgency to your client’s decisions, adding a bit more weight to your bargaining chips. This can be done by giving the client a discount, but only for a limited time. The intent of this technique is not to rush your client, or bullying them into accepting your presentation quickly, but simply to show them additional perks in accepting your pitch.
It can be tough competing for business, but such is life. Do research on your competitors and look for aspects that you outperform them at. You can then highlight this during your presentation. The fact that you’re better at something that the other guys, or that you’re doing something that isn’t done by the competition is sometimes enough for your prospective client to solidify the deal.
Whenever you’re doing your sales pitch, try to be concise and on point. Know what your best-selling points are and hammer those home, and most importantly, believe in your product. If you can’t even get excited about what you’re selling, how could you expect your future clients to as well?