PITCHING TO REAL PEOPLE · SALES PIPE LINE IN 10%’S 1. What’s the business reason to buy? 2....

PITCHING TO REAL PEOPLE

THE SALES PROCESS

action

desire

interest

attention

B4 THE PITCH

action

desire

interest

attention

SALES PIPE LINE IN 10%’S

1. What’s the business reason to buy?

2. Who will make the final decision to buy, and who from?

3. What is the decision process to make the purchase?

4. Have you agreed with the customer the buy/sell process?

5. Who’re you competing with, and how will you win against them?

6. Do you have a “champion” inside the company who wants your offer?

7. Has the prospect confirmed you’re the preferred vendor?

8. Has the prospect agreed a delivery or start date and committed internal resources?

9. Has the prospect agreed the contract terms and conditions?

10. Has the prospect signed the contract?

THE PITCH

action

desire

interest

attention

WHAT IS IN THE PITCH

HOW LONG SHOULD IT BE?

1 minute

Elevator pitch

5 minute

Standard pitch

15 minute

Investor / Large Sales pitch

TIPS

Breath

Cloths

Death by PowerPoint

Talk to them and not at them

Show and Sell

Be truthful

Take your time and enjoy it

HOOK

Prospects enter your sales pipeline HERE!

Make it sound conversational.

Deliver it with confidence.

Get a favourable interruption--one that will put your

prospect in control as soon as possible.

Make it engaging

Benefits SELL and Features DON'T!

People buy based on emotion not logic

PROBLEM

What problem do I solve?

How big is the problem?

Who is my target customer?

Who else is in the market?

PROPOSITION

What is my service, product, company or

cause?

Identify and highlight the unique selling points

How do you make money?

What is your business model?

What is your competitive advantage?

Why should they care?

PEOPLE

Why should I like you?

Who are you?

What is the story behind you?

Who is behind the company?

Who is the team?

PROOF

Who is using this product NOW!

Show and demonstrate the product

Any ?

Press

Independent Reports

Patents

If talking to investors now talk about cash flow,

budgets and spreadsheets..

AND DON’T FORGET...

AFTER THE PITCH

ASK QUESTIONS…

Open probes…

How can this product benefit your business?

or

“What do you think are our advantages in our

product range?”

CONCERNS/OBJECTIONS

Typically a natural part of any engagement

An opportunity for more dialogue

Helps both parties in buying process

“this is a buying process”

Customer “indifference” is the killer not active

objections

HANDLING OBJECTIONS

Listen

Write them down

Agree/restate without prejudice

Get clear about the real issue

Discuss solutions

Ask for a commitment

LOOK FOR BUYING CUES…

Nonverbal yes’s

Sounds good…

Focus on delivery and terms in discussion

Timelines or Dates

Pulling out forms, contact details, …etc

Looking up stock/inventory

THANK YOU

Dr. David Bozward