The most important responsibility of your sales team is pitching proposals to clients. You need your representatives to maximize the opportunities presented to them to bring in as much revenue as possible, and this requires well-honed pitching skills. The process requires a delicate balancing act between pushing too hard and missing opportunities; prospects need to be approached at exactly the right time and in the right way.
However, poor pitch timing need no longer concern you. Call recording data is now so refined that you can monitor delicate sales pitches, and ensure that the right information is given at exactly the right moment for a more effective sales process.
How Salespeople can Derail Pitches
There are a multitude of factors that can cause a pitch to go wrong. The following are perhaps the most prevalent:
–Not Building Suspense
Storytelling is a fundamental part of pitching. If you don’t want your client to lose interest, you have to make your pitch interesting. Don’t make the point of the pitch straight away. Engage your clients before boring them with technicalities. Make them see the need which makes your product necessary to them.
–Being Too Accessible
To create an air of professionalism, establish the time frame at the beginning of the meeting so that clients can see you have other prospects. If a client feels like they’re your only focus, it implies that your business is not well-established and lacks other sources of capital.
–Not Being Truthful with Experts
This is an increasing problem identified by market research groups. Statistics indicate that potential clients spend more time than ever before researching products thanks to the power of the internet. This means that sales people cannot lie to them, and that inaccurate information will be picked up – and will lose you sales. A good example is companies who manufacture chemicals. It is important for these enterprises to provide accurate information, as the success of sales pitches often depends on the ingredients in the product. It is important to ensure that these are correctly conveyed, and then to know at which point to push the sale.
How to Make an Excellent Pitch
Making an excellent pitch is something that even skilled professionals can struggle with. A great deal of skill is required to say the right thing at the right time. This is why your employees should have done their homework before approaching leads. The sales process is more complicated than it used to be; prospects know a lot more now that they would have known ten years ago, and what they don’t know they can learn on the internet. To deliver a great pitch, your sales team should recognise this. If they’ve done their homework as well as the client, then the pitch ought to be more of a conversation than a sales meeting. The important thing is for representatives to understand client’s pain points, and ease them with the right information.
Buyers do a great deal of research before contacting the company, and your representatives should do the same. 82% of buyers feel like salespeople fail to grasp their needs. To pull off an effective sales pitch, your staff need to learn about the prospect before pitching, and tailor the pitch to the individual client. The best way to monitor these delicate pitches and ensure that the right information is being conveyed is through the use of call recording software such as that offered by Lanonyx. Sales have become more complicated than ever, and teams need tools that allow them to maximise effectiveness.
This research will also help to create a more relevant pitch, which boosts engagement during meetings and should positively contribute to the likelihood of a sale. Instead of overwhelming potential clients with the whole sales spiel, representatives can tailor their pitch to focus on those aspects which matter most to the client and the needs they are trying to fulfil, streamlining the process and boosting the likelihood of a sale.