In B2B the primary selling technique also known as a sales presentation or sales pitch is the most important factor as it is the first step as an attempt to convince the client and show him your true potential and capability.
Traditionally a sales pitch was showering information to the client and it was a one-side conversation but now-a-days a sales pitch has changed it is a two-way street — a conversation where you listen to the end client, ask real time questions, and offer them a solution to a challenge they’re experiencing at the right time.
Here are the top 10 tips to get you on your way to a more effective B2B sales pitch.
- Before the actual sales pitch, ensure that you are talking to the person who not only understands the business, but is also a decision maker.
- Accelerate client revenue opportunities for the client
- Deliver healthy returns on client investment and show them how much money they can save by going with your product.
- Do a proper homework before a ‘sales’ call, now be confident and share the exact answers to a problem the end client is struggling with.
- Check if the target audiences have a competing product or service that is similar? If so, highlight the features that differentiate it from yours.
- Represent clients with the highest level of professionalism in the industry and show him your expertise and experience
- Never make a speech, take the time to listen to them and respond to the client with deep, thoughtful and meaningful follow-up questions.
- There should be a strong ‘call to action’ available at the end. Even if the end client isn’t ready to complete the sale at the moment, make sure he becomes a prospect on the and move forward with a follow-up meeting or a trial period offer.
- Earn trust and client loyalty through old projects, presentation and success stories in the same domain
- Establish ongoing client partnerships and strive to develop a long term partnership by showing the client the bigger picture
Planned sales presentation strategy of a product or service that follow all the above points are designed to initiate a conversation and eventually close a sale of the product or service. So the pitch message should be very clear and precise, the longer you can hold the attention of the client the more beneficial it is for the company.