In order to develop a correct sales argument, in addition to being clear about the aspects and objections that we have broken down in previous sections, it is important to have a scheme that allows us to detect and work according to the phases and stages in which our prospect is found.
We can divide this scheme into three distinct stages, similar to those of the Customer Journey:
Recognition stage
Our prospect begins to express symptoms that he has a problem and needs external help. At this stage we must: identify his real problem and find the way in which your solution fits perfectly
Consideration stage
Our potential client detects that he has a need and is looking for information to uae email list find the product / service that will help him with his problem: At this stage we must: effectively and intensely express our value proposition and differentiating elements.
Customer Journey: What it is and how to define it in an industrial company
Decision stage
The lead has a defined purchasing strategy. They need a solution to their problem and are looking for options and considering budgets. At this stage we must: present our success stories, references that support our sales pitch and, ultimately, close the proposal.
Sales pitch examples
The sales pitch for a product is, without a doubt, the most important of those that make up the company's commercial management.
To do this, follow these steps:
1. Know the client's situation. To understand their situation, we must ask a series of questions, such as: what does your company do, what problem do you want to solve, what would you like to achieve by purchasing your product, what obstacles can you put in your way to achieve it, ...
2. Present the value of the product or service we sell. To do this, we must personalize the presentation by referring to what the client has answered in the previous questions. We must show them that the product is good, and that it is also good for them.
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3. Answer all of their doubts and objections. It is advisable to think about what objections the client may have to not buying the product. Presenting an answer and solution to these objections will help us convince them.
4. Closing the sale. This is where objections may arise regarding price, payment method, etc. We have explained and demonstrated that the product is what they really need. So make sure there are no doubts. And that, regarding the value of what you offer, the price is appropriate.
A sales pitch is not a closed document. It must be modified or expanded with new experiences. For example, when a client raises an objection that we did not have before, or if a competitor appears that we must take into account in order to counter our argument.
Put all the tips into practice and get the most out of your sales pitch! If you have any questions or want to know more about our experience with B2B digital sales processes, you can always contact our Connext team. Can we help you?
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