Making your sales pitch effective!

Sales people often do not have the discipline to sit down and create their sales pitch, make a script of it, and then rehearse it till they get it right. Many successful sales professionals have told me that they have improved once they began conscious work on their sales pitch.

Here is one important test to run when creating an impactful sales pitch. It involves asking the question "So?" While preparing your sales pitch, keep checking it by implementing the “So?” test.

Every time you say something about your product or your company, if the customer can raise the question 'So?', it kills your pitch instantly. This test also helps to differentiate the features, and the benefits, of your products. If you go ranting about your product features, and the customer says "So?", you need to immediately shift gears… here you have to say 'What this means for you is…' and then follow it up by mentioning the corresponding benefit(s).

Let’s take an example, if someone is selling a wonderful bike that has the latest ABC technology which saves fuel, the sales person can say here is ABC and it is the newest technology and the customer says 'So what?'. Immediately, the sales person highlights the amount of money the customer can save by saying "Sir, let me present you this bike that has the latest in ABC technology… what this means to you is that it would save you at least x dollars every month.”

Speaking the customers' language is the core to successful selling and by using well articulated benefits statements you can be a Best Seller.