How to unify and master your sales pitch?

Sales people have a crucial role in the development and sustainability of a company. Indeed, the objective of the sales team is to find and convince new prospects to turn them into customers, which increases the company's customer portfolio. To help them in their task, a number of sales tools are available, such as the sales presentation or the sales pitch! The sales representatives must then establish a relevant and structured sales pitch in order to convince and seduce the prospect during the sales meeting. 

If the sales pitch is the key to the success of a sale or a commercial partnership, it is important to know how to unify it so that all salespeople can master it and know it inside out! Sweet Show accompanies you step by step for a well-tested sales pitch. 

What is a sales pitch?

The sales pitch is much more than a simple sales speech made by a professional during a sales meeting to convince his prospect, it is a tool and even a formalized document on which the sales person relies to establish a coherent speech. The sales pitch can be likened to a toolbox or a document with numerous headings in which the salesperson can find the arguments to present to prospects to convince them: it is a Sales Enablement tool.

Moreover, this document can be particularly useful to enhance the value of your service or product, to insist on its advantages or to demonstrate the benefits it can bring. Therefore, the sales pitch is a tool that allows a salesperson to counter the prospect's objections or to answer them easily with already prepared arguments in order to better convince him.

Unify your sales pitch: upstream writing 

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Mistakes to avoid for a good sales pitch 

A sales pitch must be written before the client meetings in order to prepare this phase correctly. However, if the sales pitch is not written in an optimal way, it will have little chance of convincing the prospect, even if you have mastered it. Therefore, we advise you to eliminate errors that can reduce the effectiveness of your sales pitch, such as

• not to standardize the sales pitch: a methodical sales pitch allows salespeople not to get lost in their sales pitch and to easily find the information to put forward; 

• using overly technical language: your prospect probably does not have the same technical knowledge as you. Adapt your sales pitch accordingly; 

• forget the customer's vision: to master the sales pitch perfectly, you must integrate the expectations, needs or obstacles of your prospects in order to best argue and respond to each objection. Use the SONCAS method to define the motivations and needs of future customers, whether they are related to: Security, Pride, Novelty, Comfort, Money or Sympathy.

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Use the CAB method for your sales pitch

In order for each member of your sales team to master this tool, it is essential to unify the sales pitch and simplify its use! To establish the common thread that will ensure the unity of your sales pitch, we suggest that you follow the CAB method in stages: 

• the characteristics of the product or service: its intrinsic, technical or commercial characteristics, or the specificities of your company;

• Benefits: simply show the logical link between the product's features and its benefits to show your prospect why your solution is the best for them; 

• the benefits of your solution: expose the benefits of your solution and allow the prospect to project himself in the near future with the added value offered by the product. You can also rely on evidence such as documents, studies, samples or customer reviews.

This structure will allow your sales team to have a clear and convincing speech while adding a touch of personalization!

How to master your sales pitch? 

Involve the sales team in the sales pitch 

In order to master the sales pitch, it can be interesting for sales representatives to participate in the elaboration and writing of the sales pitch. Often delegated to the marketing department or the sales department, the sales pitch can also be developed in close collaboration with the sales people, who know the field, their sector and the type of prospects. They will thus be better prepared and will have more control over their sales pitch by participating in its design.

Use Sweet Show to perfectly master your sales pitches

Sweet Show is an easy to use conversion and sales tool. This application allows you to boost your sales with predefined content blocks and headings while helping your sales team to create their sales pitch, but also their presentations. In addition, Sweet Show combines the benefits of atomic content and content blocks to help your sales team create unified and personalized sales pitches based on data analysis. You will be able to better measure the interest of your leads to adapt your sales pitch!

If you are looking for an effective way to master your sales pitch, start by better understanding your leads with Sweet Show and develop a sales pitch adapted to their motivations and real needs!