Small Business Sales Training How to Pitch Successfully | Easy ...

July 14th, 2011 Filed under: Business Sales Training ? Negotiation Author

Almost regardless of what you are planning to sell, be it your current venture in a business meeting or the every day promotion of your product, your sales process will start with the pitch. Getting it right is the foot in the door that gives you a chance to move forward with the sale, getting it wrong will almost certainly end things prematurely.

Your pitch is the introduction of whatever you are selling to your prospective buyer; it is the laying out of your wares for them to see and so must give them the best view possible and catch their eye quickly before they walk on by.

It is vital to plan your pitch very carefully; have it written down of course, but know it by heart, and don?t be afraid to modify it with experience; if something in the pitch is not working change it. Be flexible and learn from what prospects are telling you.

Try to include the most positive, relevant salient points in as succinct a way as possible; if your pitch is too long, you?ll be interrupted before you?ve said your piece, too short and you?ll miss out vital facts.

Include the benefits rather than the features in your opening, to catch the prospect?s attention; they may not really care that your firm is a member of a professional body, but they will care that they?ll be safe and protected. Put yourself it the customer?s shoes and listen to what they?ll hear as you give your pitch.

Often it helps to make your opening pitch in the form of a question as it invites response and therefore participation, which will more likely engage a prospect; it is also less likely to leave ?dead air? and uncomfortable silences at the end of the pitch.

How you present your pitch it as important as what you are saying. Slow and clear is always better as it allows the listener to absorb the information and comes across less like a sales pitch. If you are interrupted mid pitch with a question, stop and listen to what is said and address the points made, do not scramble to continue with your scripted spiel, adapt and take the interruption as a positive sign, work the rest of the information in to the conversation later. Try to make what you?re saying conversational rather than scripted, as is more likely to be believed and you are less likely to be cut short.

Above all view your pitch as your calling card, it is usually the first time your audience will have heard of you or your business and what you say and do will no doubt leave some impression, so try to make it as positive as possible regardless of the encounter?s eventual out come.

Source: http://www.easynegotiationtechniques.com/business-sales-training/small-business-sales-training-how-to-pitch-successfully/

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