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After you have made contact with your
prospect and

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have assessed their problems, it is time
to make your sales pitch.

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This part consists of three tasks that
often happen simultaneously.

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Presenting the facts, information and
anything related to the product or

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services, and link any objections raised
by the prospect without seeming

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aggressive, and finally getting a
commitment from them to buy.

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Let's consider the presentation first.

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When we use the words sales pitch, it
brings to mind a one-way conversation.

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You're pitching all this information to a
prospect in the hopes that

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they will go for it.

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That's not how it should be.

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Think of it more as a conversation, where
you talk about 20% of the time,

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and listen the other 80$.

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If you listen effectively, then you know
how best to deliver your product.

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How you sell your product depends on the
feedback you're

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receiving from your prospect.

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If price is their biggest concern, sell
them on cost savings, time or

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risk reduction and increased profits.

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Better yet, quantify these points in ways
specific to their situation.

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This might require more homework on your
part, but

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it will increase your chances of getting
the sale.

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Not all people are focused on price
though.

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In that case, sell them on the unique
features of your product and

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how those features can help their
business.

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While you're making your presentation,

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your prospect might object to your sales
pitch.

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It is your job to be prepared for any type
of objection.

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Take some time to prepare a script
beforehand with answers to

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the most common objections, until you are
well-versed with your product.

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Now some people are against scripts,

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saying it sounds more natural if you don't
read off of it.

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A good compromise is to just list out
important points you want to raise,

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as well as any objectives you want to hit.

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That way you can just refer to the list as
you go along.

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You should know the strengths and
weaknesses of your product or

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service, who your competition is, and why
you can do a better job.

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What is your unique selling proposition?

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As your prospect raises each objection,
you should circumvent it by providing

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the appropriate answer to the question
without coming off as aggressive or needy.

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No one likes clingy or overly excited
salespeople.

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Finally, you want to get a commitment.

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Your sales efforts might be successful all
the way up to the end, but

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unless you get a commitment from your
prospect you haven't made a sale yet.

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To be best prepared to do this,

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go into a sales call with a commitment
objective in mind.

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The objective can be anything you want the
prospect to agree to.

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Now, this might not necessarily be getting
an order.

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It could also be scheduling an appointment
with all the relevant decision makers,

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getting the prospect to attend a product
demonstration, and

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anything that gets you closer to your
ultimate goal, which is making that sale.

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The sales process is not a one-time
process, and

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that's where you can go wrong.

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For example, most people are daunted by
cold calls because they think they have to

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pick up the phone, call a random person,
and make the sale right there.

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That's not how it works.

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Making the sale with a single prospect can
take multiple sales calls,

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each with its own process and commitment
objectives.

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Once you've made the sale, you proceed to
the last step of the sales cycle,

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and that's servicing your client.

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This isn't really a last step.

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If you have an ongoing relationship with
your client, and

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you should, then you leave the door open
for future sales.