A solid sales pitch is absolutely key to making a successful salesperson, as well as a successful business leader. Within the IT software industry, it’s a common misjudgement for salespeople to focus blindly on the technical details of their product, rather than ensuring the sales pitch is geared around the value that their solution can bring to the buyer.
Try to understand your client’s needs and pain points; focusing too much on your product without doing so won’t bring you the result needed, and won’t seduce the client into doing business with you. Ultimately, all clients care about is themselves – keep that firmly in mind with your approach.
Part of the Operatix methodology is to translate complex technical messages into a sales pitch that is easy to digest and focuses on the value the product can deliver. To build an effective sales pitch, Joseph Grieves, Training and Development Manager at Operatix, came up with a concept called “CCE”. CCE is made up of three questions you’ll need to ask yourself about your sales pitch:
CCE (clear, concise and enticing) is made up of the following:
Able to answer these three questions with a resounding “yes”? If so, your sales pitch is pretty much guaranteed to be a strong case.
Clarity is key. Make sure your message is clear.
Always go for the lowest common denominator approach. It might not always be super apparent to you, but your specialist tech-talk and bewildering jargon can be intimidating for someone without a background in tech. As such, it’s good practice to make sure the information you’re conveying is easily understood by anyone. And that means anyone.
The concept of simplifying your message can of course, be easier said than done. The following points will help you get the information that you desire across, whilst safely ensuring that the widest demographic possible will be able to understand you:
Time is of the essence. Be concise.
Pitching a phenomenal product or service with an array of benefits and USPs? You might think it’s a good idea to rattle through as many of these as possible with your prospect, but in practice – quality trumps quantity. Pick and choose only the best. Tailor these to each prospect; which of the USPs and benefits will resonate most with your prospect?
A good way to ensure you’re sticking to the topic, whilst also making your pitch engaging, is to build a story with your product. Establish a clear beginning, middle and end. Keep in mind what the benefits enable prospects to do, as well as why they’d want to do it.
There’s a world of competition out there. Be enticing.
You can bet your bottom dollar there’s a whole host of salespeople vying for your prospect’s time. If your pitch isn’t enticing enough, you’ll be drowned out in the competition. As such, it’s important to put yourself in the shoes of the prospect. Why should they take the time to review your product? How will your solution benefit them?
When you’re going through the benefits of your product with a prospect, show them real world figures. Don’t just tell them that you can save them money. Tell them you can save % of costs. Hard stats are difficult to argue with, and can really boost your chances of landing that deal.
Propose the impact of your product with a question that is very difficult to say no to. For instance, if your solution cuts costs – ask the prospect whether they’d turn down the opportunity to save their business money. If security is high up on the list of your prospect’s needs, ask them whether they’d risk leaving gaps that your solution can help shore up.
If you’ve followed all of the advice we’ve detailed above, you’ll be well on your way to ensuring your pitch is operating at maximum efficiency and effectiveness. A clear, concise, and enticing approach will have you equipped for any sales situation. Now that your sales pitch is looking top notch, part 2 of this mini-series on CCE goes beyond your sales pitch in itself, and focuses on making you better as a salesperson on the whole. Interested in learning what makes a phenomenal salesperson? Click here.