7 Tips For Crafting The PERFECT Sales Pitch

Learn the seven keys to create the ultimate sales pitch. Be sure to download Marc's incredible e-book on "25 Tips to Crush Your Sales Goal!" Just go here to get the e-book instantly: http://www.marcwayshak.com/opt1/

Number one, the pitch isn't about you; it's about them. This is such an important distinction. Prospects only care about themselves. They are focused on their world, and they don't care about your product, about your service, about your company, about how your company's been in business for 300 years or that you've got the best service or that you've got the best offering. What they care about is a solution to the challenges that are plaguing them right now.

Number two, use a small whiteboard. This is one of our favorite techniques that we're focused on right now, which is the whiteboard pitch, where we're using a little whiteboard at the very beginning of a conversation. Now, of course, if you're on the phone, you're not going to be using a whiteboard. However, you can still layout the same process without actually showing them the whiteboard, but if you're on a Zoom or in a face-to-face meeting, you can have a small whiteboard, a little 8.5 by 11 whiteboard or your iPad.

Number three layout the top three challenges you see. So this is where the whiteboard pitch gets interesting because what we want to do ultimately is in a structured fashion, and again, I'll show you on the screen as I'm walking through this how I would do it.

Two is that they're being treated as just another vendor, or finally, they're just struggling to ultimately maintain quota, and I'm now going to walk you through the next piece of the whiteboard pitch, which is number four, the root cause for each challenge. I'm now going to lay out what's the root cause that's affecting each of these key challenges that we're seeing.

I want to now walk you through the last piece, which is super interesting and where things get fascinating, and show a ton of insight, which is number five, one piece of data to show the root cause. This is where you start to show your expertise, and by the way, I don't care what you're selling. Particularly if you're in the B2B space, but even in the B2C area, there are going to be pieces of data that you can share with prospects that are going to demonstrate a high degree of expertise on what's the critical root causes that we're seeing. So now, I'll go back into the whiteboard pitch, and I'll demonstrate on the screen how I would walk through those three issues with pieces of data.

Number six, engage them to talk. So after I've just shared that entire whiteboard pitch, which by the way, only takes about two minutes, it would be something that I would use at the beginning of a face-to-face conversation or the beginning of a Zoom meeting. Now I'm only going to engage them and say, so based on what I've just talked about, do any of these issues ring true to you? And that's where now, after having established a ton of insight, we're going to engage them around what they care about, and they're going to say yeah, yeah, you know, we're seeing a lot of our people are being seen as just another vendor.

That's where I now go into the last piece, which is number seven. Disqualification from there, and so we're going to now go right into the question piece using the disqualification process which is something that I talk about in a ton of my videos where once the prospect actually mentions a challenge, now we want to take them through a series of questions that are going to engage them in a high-value conversation. Now once they've shared that challenge, I'm going to say, so tell me a little bit more about what you see going on in your world, and now we're into a conversation where they feel like they're talking to an expert because they are. Still, they also are talking to someone who has demonstrated that they understand their world, and now they're willing to answer tons of questions because they feel like they're talking to a doctor.

There are seven tips for crafting the perfect sales pitch, and if you enjoyed this video, then I have an awesome free training on the data-driven approach to help you crush your sales goals. Just click right here to get registered instantly.

Видео 7 Tips For Crafting The PERFECT Sales Pitch канала Sales Insights Lab