How to create a good sales pitch in 3 steps with confidence?

How to create a good sales pitch in 3 steps with confidence?

Author: Mayur Bardolia


Sales-pitch

What if you have to give a sales pitch in the shortest notice even if you don’t know how to create a sales pitch?
Well, Crafting a good sales pitch is not easy, but it’s one of the most important parts of the business. 

You don’t have to be the best salesperson or natural-born seller to create a sales pitch. You don’t need to throw random information and hope for the best. Instead, you need to plan your pitch well. 

How can you create a good pitch in just 3 steps and in the shortest amount of time?

Let’s find out in this podcast.

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Have you heard the term called ‘Glossophobia’?
As the name says it’s a phobia, means fear. Glossophobia means fear of public speaking. Public speaking is one of the biggest fear. It’s been said that almost 70% of people have this fear. The ‘Psychology Today’ magazine says that Even a mild form can have devastating effects.

Fear of public speaking can prevent you from taking risks to share your ideas, to speak about your work, and to present your solutions to problems that affect many people.
And as a result, it can affect how much you grow personally and professionally, and how much impact you can have. At the same time, any negative public speaking experiences will make it less likely that you will speak in public in the future — fear teaches you to protect yourself from risky situations. Now, we are not going to talk about public speaking and how to be a good public speaker. The techniques and tactics of public speaking can be learned.

But the fear of public speaking has affected hundreds of business owners.
Many business owners fail to communicate their sales pitch and lose many potential customers. It doesn’t matter if you are good at public speaking or not.

If you can’t pitch well, the customer will not buy.
In the book ‘Offer Craft’ you can learn how to design your offer because you will know exactly why your customers don’t buy from you and you will fix it using the system shown in the book ‘Offer Craft’. Now, before you learn the system, what if you have to pitch your product immediately? What if you want to learn to use the system later on because you have to pitch something maybe today or even after a few minutes.

In this podcast, we are going to discuss the 3 steps to create the sales pitch that works.

  1. Know your product 
  2. The solution you provide
  3. The process or mechanism to solve.

 

1. Know your product 

I have been a member of a networking organization. In this organization, business owners share their business with others and pitch their products.
Then they ask other members to refer their product with their contacts. One of the most surprising thing I noticed that they were actively involved in their business but 80% of them could not pitch their products effectively. And when I was pitching THEIR products, they used to say, “Hey, this is exactly what I sell but I never pitched my products like this before?” It happened with almost every business owner I met.

Your customers will buy from you only when you have something that they want.
And you should have the solution that they are looking for. They are looking for medicine to the disease they want to get rid of. What do you have?

That’s the first question you should ask.
So, the first few lines of your sales pitch should be “Here’s what I have”. Pause this podcast and write down on a piece of paper, “Here’s a product/service I have for you” Do it.

Don’t limit in 3-4 lines.
Write as much as possible. The first ideas are always raw. We have the freedom to refine our pitch and in fact, you should come back, refine over and over again.

 

2. The solution you provide

As you know that Apple has been one of the most successful companies in the world.
It surprises many people that they spend far too less amount of money on marketing and advertising compared to other giant multinational companies. Apple’s products are not cheap and they save their tons of money on doing marketing and make a huge profit. Most of their products are showcased on their official website. If you go on to their website, apple.com, you should take a look at all of their products.

They know that every visitor to their website knows what their products are. Still, they clearly tell people what each product does. For example, as I can see, For iPad Air they say, Powerful-wonderful-colourful.

With iPad, you get what you need from a computer, along with many incredible things you’d never expect from one. Here are a few reasons why your next computer just might be an iPad.

For iPhone, they say, Just the right amount of everything. A new dual?camera system captures more of what you see and love. The fastest chip ever in a smartphone and all?day battery life let you do more and charge less. And the highest-quality video in a smartphone, so your memories look better than ever.

Now, why they say everything that their product does even if we know what iPad is and what the iPhone is.
But what most business people do? They don’t tell what exactly their product or service does to their customers. You have to tell your customers what your product does. People don’t understand exactly what you are thinking and in many cases, what you say. But you still have to say.

You have to lead with the problem that your audience is struggling with. Back up your claims with data and statistics.
For example, if you are an insurance agency, and You eliminate insurance agents’ paper pain point,” you could instead say “our service platform cuts down on the overwhelming amount of paper that insurance agents have to use.”
Other examples,
If you are a software developer, you can say ”We can lower your distribution cost by 30% with our software system”
If you are an account, you can say “Our team will look into your account and fix any errors that can reduce your expense by 20%”

So when you are preparing your sales script, after answering the first question, “What do I have?, You have already written “Here’s what I have” in the first step.
The next thing you need to write is “Here’s what it does”. Pause this podcast and write down as many points as you can. Remember that you will need to edit it later on. Do not stop with 1 or 2 lines. List down “What does your product do?” Now, you have got two things sorted.
Step 1. Here’s what I have
Step 2. Here’s what it does
And now we move to the last step,

 

3. “Process and mechanism to solve”

Imagine you are going to a shop.
You move around and pick up things you want and put them in a basket. You check price and everything. You find things that you didn’t want to buy and hey, you like it so you decide to put them in your basket. As you complete the process of what you want, the next step is obviously ‘The payment counter’.

You find the way out to find where to pay but surprisingly there is no payment counter. And also, you can’t take away anything without payment. What would you do? You feel like you are in the shop to buy but you can’t own it because you don’t know how to complete the buying process.

That’s exactly the same mistake what most people make. When they pitch their product, they don’t tell the customer what to do to complete the transaction. The customer knows that you are there to sell and they know they will be asked to buy.  You show them around your shop with your brochure, presentation, pitch or even website.

You tell them what you have and what it can do for them.
And you don’t tell them how can they have it. You need to tell them exactly how you are going to solve their problem. You are going to provide the options to choose process, system or package that is suitable to them. 

If you don’t tell them, they will be confused.
It’s like you are telling a child that you are going to make him/her happy by giving the cake. The child is attracted and expecting to have a cake but you don’t tell how to get it. Move the audience to the next step with a clear Call to Action such as “Let me know if you’re interested and we can get on the phone this week or show you the option to pay.”

So, tell the customer what’s the process or mechanism that can solve their problem. When you prepare the sales script, the first thing you need to write “Here’s what I have”, the second thing you need to write “Here’s what it does” and the next thing you need to write, “Here’s how to get it”.

Explain HOW your product or service will deliver on the promise you make. Write as many points as you can. Complete the exercise with these 3 points. When you finish it, you have created a sales pitch you can go and use to sell. If you don’t prepare it, you are more likely to talk random. And random communication is not effective. Rather, go prepared and your customer will listen and understand you. You will be able to sell more without frustration and pressure.

Let’s summarise what we have covered so far.

It doesn’t matter if you are good at public speaking or not. If you can’t pitch well, the customer will not buy.
What if you have to pitch your product immediately?  What if you want to learn to use the system later on because you have to pitch something maybe today or even after a few minutes. In this podcast, we discussed the 3 steps to create the sales pitch that works.

Step 1. Know your product
Your customers will buy from you only when you have something that they want. And you should have the solution that they are looking for. They are looking for medicine to the disease they want to get rid of. What do you have? That’s the first question you should ask. So, the first few lines of your sales pitch should be “Here’s what I have” “Here’s a product/service I have for you” Write down.

Then in step 2- The solution you provide.
You have to tell your customers what your product does. People don’t understand exactly what you are thinking and in many cases, what you say. But you still have to say. You have to lead with the problem that your audience is struggling with. Back up your claims with data and statistics. After writing “Here’s what I have” in the first step. The next thing you need to write is “Here’s what it does”. List down “What does your product do?”

Then we talked about the next step “Process and mechanism to solve”.
You need to tell them exactly how you are going to solve their problem. You are going to provide the options to choose the process, system or package that is suitable to them.  If you don’t tell them, they will be confused.

When you prepare the sales script, the first thing you need to write
“Here’s what I have”, the second thing you need to write “Here’s what it does” and the next thing you need to write, “Here’s how to get it”. Explain HOW your product or service will deliver on the promise you make.
Write as many points as you can. Complete the exercise with these 3 points.  When you finish it, you have created a sales pitch you can go and use to sell. 

If you don’t prepare it, you are more likely to talk random.
And random communication is not effective. Rather, go prepared and your customer will listen and understand you. You will be able to sell more without frustration and pressure.

If have any question or want me to critique your sales script, send me an email on mayur@mayurbardolia.com. I read and reply each and every email.

 

Next: It’s a great feeling when someone thanks you for their success and it should not surprise you. How can you make a lasting impact on people’s lives? 

Find out, How can you motivate others and make an impact in other’s life?

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