Avoid Product and Company Focus
One trap that we can naturally fall into is talking mostly about our product, service, and company when delivering our pitch. There are a couple of challenges with this.
First, when you talk primarily about your products and company, you are talking in a very “all about me” frame. This can be an approach that is less attention grabbing and also one that does not foster strong relationships.
Another downside to this type of sales pitch is that if the prospect is not in buying mode, they may hear your product and company details and think “So what?”.
Avoid all of the Details
Another trap that we can easily fall into with sales pitch samples is to go into way too much detail on what we are selling and do. You sales pitch needs to be short and sweet, yet still very powerful. Sometimes less is more.
An Alternative Approach
Now that we outlined a few things to avoid, here is an quick solution that you can use to resolve and avoid both of those. Focus your sales pitch primarily around the value that your products and services offer.
Just about every product or service will deliver some sort of value and this is how the product helps the customer or what it helps them to achieve. We recommend breaking the value you offer down to three levels: technical value, business value, and personal value.
Once you have those details identified for your product or service, you can then combine the details to form a number of different sales pitch samples.
To demonstrate this, let’s use an example where we sell inventory management software. Here is an example of a not so great sales pitch:
I work for Sun Solutions and we are the leading provider of inventory management software. Our Track Connect product has won awards for technology advancement and provides full supply chain management capabilities. We have been in business for 30 years and have offices in 60 countries.Now let’s look at sales pitch samples for that same scenario. First let’s outline some of our key details.
- Technical value: improve ability to manage inventory levels
- Business value: decrease cost of goods sold
- Personal value: improve work life balance
We help businesses to improve their ability to manage inventory levels.SalesScripter provides software to help sales pros access sales pitch samples.
We help businesses to decrease their cost of goods sold.
We help operations managers to improve work life balance.
We help businesses to improve their ability to manage inventory levels and that can often lead to a decrease in cost of goods sold.
We help businesses to decrease their cost of goods sold and do that by improving their ability to manage inventory levels.
We help businesses to improve their ability to manage inventory levels and do that through a portfolio of inventory management solutions.
We help businesses to improve their ability to manage inventory levels and that can often help operations managers to improve their work life balance.