Closing Deals: 10 Ways to Polish Your Sales Pitch and Close More Deals

Salespeople spend a lot of time talking to prospects. Unfortunately, they’re wasting time and money if they are no good at closing deals. An effective sales pitch is crucial for closing more deals in less time by getting your prospects excited about your offer. Unfortunately, not everyone is successful at pitching their product.

You could have one of the best products in the world, but if you have a bad sales pitch, no one will want to hear about it. Instead, you have to get people excited and make them want to learn more or take action. Here are ten ways to polish your sales pitch and close more deals.

1.    Consider the Target Audience

Prospects don’t want to hear about why your business is the best of the best; they want to hear about how your product or service can help them. Unfortunately, having a selling mindset can be off-putting to prospects. Instead, they want to learn more about your offering without being told to purchase something immediately. Therefore, when crafting your sales pitch, always communicate the value of your product or service to potential customers to help them understand why they need your offering.

Learn as much about your target audience as possible, including their pain points, to help you determine which problem you’re trying to solve. Then, use your pitch to demonstrate how your offering solves common issues.

2.    Know What Makes You Stand Out

Most companies have a lot of competition. Your competitors may have similar products or service offerings, but that doesn’t mean you can’t stand out. Understanding what sets your business or products apart will help you communicate why customers should choose you. For example, you can have the same prices as the competition but stand out by offering unparalleled customer service.

Of course, you must determine what your customers are looking for and what features will make your offerings superior.

3.    Prepare Questions

Your pitch should be conversational instead of making prospects feel like you’re trying to sell something to them. Instead, prepare questions that can help them become a part of the conversation and make them more likely to listen to what you have to say. Before presenting your pitch, identify customer pain points and tailor your pitch to demonstrate how your product or service solves these problems.

4.    Use Statistics

Consumers are less trusting than they used to be; they won’t take your word for how great a product is. Instead, you should try to back up your claims with data. For example, you can include information like customer satisfaction rate or an increase in x when customers have switched to your product or service.

5.    Outline the Next Steps

After finishing your pitch, prospects need to know what to do next; don’t wait for them to make a move. Instead, your pitch should end with a call to action that makes sense based on the information you’ve shared and the expectations set. Of course, customers aren’t always ready to complete a sale after hearing the pitch, but you should keep them within the pipeline that allows them to learn more and move forward in their own time.

6.    Know the Answers

Customers are going to have questions after hearing your pitch, and it’s your responsibility to be able to answer them clearly and concisely. Not only should you know about the market, but you should have a thorough understanding of the challenges they face. So, before you present your pitch, you should have these answers ready by starting with their problem and how you can help solve them.

Once you’ve completed your research about their industry, you can provide even more value to the prospect by being able to answer their questions. For example, if you’re selling a product, you should be prepared to answer any questions about it, including its features and unique selling points (USPs).

In addition, you should listen to and understand their needs throughout the process to help plan conversations after the pitch. Preparing beforehand can help ensure you have all the information you need to keep the conversation going.

7.    Highlight Success Stories

Regardless of what you sell, you must demonstrate that your products or services can provide value. The best way to do this is by highlighting past success since current prospects don’t have a personal or business relationship with you yet. Instead, they want to know about your achievements, major customers or clients you’ve worked with, and revenue generated from working with you.

8.    Personalise Pitches

Whenever possible, personalise your pitch for your intended audience. For example, a B2B salesperson might focus on a single company in the manufacturing industry. In these instances, it’s crucial to know who you’re talking to and their role within the company. For example, you may be talking to someone who doesn’t have purchasing power and instead is entrusted with gathering as much information as possible before presenting it to their bosses.

In any case, knowing who you’re talking to can help you tailor your message to them. In our example, you’ll have to give this individual a reason why they should present your product or service to their bosses and how it can make them look good. Meanwhile, if you’re talking to a CEO, you’ll need to tailor your pitch to them, potentially giving them reasons why they should decide to work with your company.

9.    Be Confident

If you don’t appear confident in your pitch, prospects won’t be confident in you. You could have the best product available, but it’ll be hard to sell if your salesperson doesn’t sound like they believe in the product. You must demonstrate knowledge about your prospect’s industry and why your solution is the best on the market.

Your confidence can help build trust with prospects to make them feel more secure investing in whatever product or service you pitch. Additionally, being confident allows you to become a trusted expert, so prospects who aren’t ready to buy now may come back to you later when they’re ready to make a decision.

10. Use the Right Tools

While having a good pitch is crucial for grabbing your audience’s attention, you must ensure that you can keep them in the pipeline. Most customers won’t make a purchasing decision after one interaction with your business, but you don’t want them to lose interest. You can use automation to keep your company at the top of your prospect’s minds by investing in email marketing and workflow software to help prospects through the sales funnel with automated emails based on their interactions with your brand.

Close More Deals

Your sales pitch is crucial to your overall branding and can make or break your business. You can attract more prospects and turn them into paying customers with the right pitch. With extensive research and listening to your customer’s needs, you can learn more about your target audience and use the data you have to craft personalised pitches that encourage prospects to take action.

Article By Megan Isola

Megan Isola holds a Bachelor of Science in Hospitality and a minor in Business Marketing from Cal State University Chico. She enjoys going to concerts, trying new restaurants, and hanging out with friends.

Call IoSCM today to start achieving greater results in your business. Telephone: 0800 1422 522