Embed Size (px)
Citation preview
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
