Effective sales pitches should demonstrate to potential buyers how the features and functions of a product or service will enhance their business. Rather than suggesting a purchase, the discussion should really revolve around what value the customer will derive through using the product or service.
When it comes to sales, value is defined as anything that benefits the entity you’re engaging with. Determining what that value is could include:
- Qualifying and quantifying the product or service benefits
- Estimating what a customer will pay to improve top-line sales
- Improving the bottom-line profit margin
- Reducing production and operational costs
Typically, technology-related products assist with making a business more efficient. This is accomplished by refining business processes to make them quicker and more accurate and effective.
Sellers of this type of product or service need to thoroughly understand how what they offer will impact the top and bottom line for the customer. Secondly, those ideologies should be quantified so that their true value may be conveyed in an effective sales pitch. This can help immensely in justifying the best sales price for products and services.
Business intelligence informs and influences business decisions that effectively drive markets. As a result, business intelligence has rapidly become an integral part of the success of a variety of businesses in a multitude of industries. Industries that heavily rely upon business intelligence include:
Custom sales materials
Today’s business professionals are more sophisticated than ever. Therefore, it takes a lot to impress them and capture their interest. These individuals regularly rely upon hard data to stay competitive and to shape their business strategies. For audiences such as these, there is great value in offering custom materials for sales presentations. For instance, a custom book in a sales meeting can provide:
- Visuals with far more impact than verbal descriptions
- An indelible impression
- A unique piece of sales material that may be referred to later
- A method to encourage further interaction with the company
- An approach that is specifically targeted to their business needs
Unlike a white board or video presentation, a custom book provides a continual point of reference. Attendees at sales meetings may interact with the materials during the presentation and take notes for future reference. There is no doubt that providing useful information to customers and potential buyers is one of the most efficient tactics in sales today. In fact, this is a well-known aspect of inbound marketing, which relies heavily upon earning, rather than demanding, attention in the marketplace. Public interest is earned by providing something of value, be it information, or even an excellent reputation.
In truth, the best sales pitch is really not a sales pitch at all. Rather, it is the ability to penetrate the thought process of clients and potential customers, in ways that inspire them and spark an interest in your services or products.
Brittany Giles is the Social Media Specialist at The Printing House.