After you have made contact with your prospect and 0:00 have assessed their problems, it is time to make your sales pitch. 0:03 This part consists of three tasks that often happen simultaneously. 0:07 Presenting the facts, information and anything related to the product or 0:11 services, and link any objections raised by the prospect without seeming 0:15 aggressive, and finally getting a commitment from them to buy. 0:19 Let's consider the presentation first. 0:24 When we use the words sales pitch, it brings to mind a one-way conversation. 0:27 You're pitching all this information to a prospect in the hopes that 0:31 they will go for it. 0:34 That's not how it should be. 0:36 Think of it more as a conversation, where you talk about 20% of the time, 0:37 and listen the other 80$. 0:41 If you listen effectively, then you know how best to deliver your product. 0:44 How you sell your product depends on the feedback you're 0:49 receiving from your prospect. 0:51 If price is their biggest concern, sell them on cost savings, time or 0:53 risk reduction and increased profits. 0:58 Better yet, quantify these points in ways specific to their situation. 1:00 This might require more homework on your part, but 1:05 it will increase your chances of getting the sale. 1:08 Not all people are focused on price though. 1:11 In that case, sell them on the unique features of your product and 1:13 how those features can help their business. 1:16 While you're making your presentation, 1:19 your prospect might object to your sales pitch. 1:21 It is your job to be prepared for any type of objection. 1:24 Take some time to prepare a script beforehand with answers to 1:27 the most common objections, until you are well-versed with your product. 1:31 Now some people are against scripts, 1:35 saying it sounds more natural if you don't read off of it. 1:37 A good compromise is to just list out important points you want to raise, 1:40 as well as any objectives you want to hit. 1:44 That way you can just refer to the list as you go along. 1:47 You should know the strengths and weaknesses of your product or 1:51 service, who your competition is, and why you can do a better job. 1:53 What is your unique selling proposition? 1:58 As your prospect raises each objection, you should circumvent it by providing 2:02 the appropriate answer to the question without coming off as aggressive or needy. 2:06 No one likes clingy or overly excited salespeople. 2:11 Finally, you want to get a commitment. 2:15 Your sales efforts might be successful all the way up to the end, but 2:17 unless you get a commitment from your prospect you haven't made a sale yet. 2:21 To be best prepared to do this, 2:25 go into a sales call with a commitment objective in mind. 2:26 The objective can be anything you want the prospect to agree to. 2:30 Now, this might not necessarily be getting an order. 2:33 It could also be scheduling an appointment with all the relevant decision makers, 2:37 getting the prospect to attend a product demonstration, and 2:41 anything that gets you closer to your ultimate goal, which is making that sale. 2:44 The sales process is not a one-time process, and 2:49 that's where you can go wrong. 2:52 For example, most people are daunted by cold calls because they think they have to 2:53 pick up the phone, call a random person, and make the sale right there. 2:57 That's not how it works. 3:01 Making the sale with a single prospect can take multiple sales calls, 3:03 each with its own process and commitment objectives. 3:07 Once you've made the sale, you proceed to the last step of the sales cycle, 3:11 and that's servicing your client. 3:14 This isn't really a last step. 3:17 If you have an ongoing relationship with your client, and 3:19 you should, then you leave the door open for future sales. 3:21