Between increasingly fierce competition and increasingly wary customers, your sales pitch must be excellent.
If you're looking to improve your sales team's performance, there's only one solution: build a rock-solid sales pitch!
Learn how to build sales pitches effective sales pitches and follow these 5 examples to increase your sales.
What is a sales pitch?
The sales pitch is the support for your sales pitch. It is intended to help your sales team by detailing the selling points regarding the features, advantages, and benefits of your product or service.
The document thus enables your salespeople to be as convincing as possible with your potential customers during negotiations. Whether in a sales meeting, during phone prospecting, by email, or on social media and your marketing web pages.
To succeed in sales, your pitch must be striking and relevant. A good sales pitch should be able to address your prospects' problems and even go further. Your prospects must realize that only your solution can meet their needs.
There are several effective sales methods that will allow you to create relevant sales pitches, including the unbeatable SONCAS method : Security, Pride, Novelty, Comfort, Money and Likeability.
Base your pitch on the SONCAS method
To hit the mark with your sales pitch, adopt the SONCAS method! It will allow you to focus your message on based on your target and their purchasing motivations.
It's the most used and best-known sales technique in France. It now most often includes a 7e th letter: the E for ecology. The method is based on a simple principle: each sales action must be adapted to the buyer’s psychological profile. You just need to activate the right levers to close the sale.
- Security : your prospective client doesn’t like taking risks and will need to be reassured. To close your sale, you will need to highlight your client references, your certifications…
- Pride : this client needs to feel valued and for them price is not a barrier to purchase. Explain what this purchase will give them compared with their competitors.
- Novelty : your customer is curious and eager for new things. Highlight your product's latest features or the new additions to your solution.
- Comfort : you are facing a customer resistant to change. Your sales pitch should work to reassure them by carefully explaining the benefits of your products.
- Money : here, your customer will try by all means to lower the price. Money is their only decision factor. You should therefore explain your pricing and emphasize its value for money.
- Likeability : the personal connection is very important for this customer and they will buy both the product and the seller. To convert them, create an atmosphere of trust throughout your pitch.
- Environment : Your customer is interested in the environmental context and will be responsive to arguments related to the products' origin and the manufacturing process.
Build your sales pitch
The first thing to do to prepare an effective sales pitch is to gather all necessary information about your company, the competition, and all the features of your offer.
Then, you can start the creating your sales material. It can take several forms: a company brochure, a paper file, a PowerPoint presentation, a video…
Always put the best selling point first
To grab and convince the client, your opening arguments will be decisive. Choose your hook carefully to make them want to continue the sales meeting. Then, list your arguments starting with your key sales argument, that is the promise that meets their expectations.
Mention the purpose of the meeting
Remind from the start the purpose of the sales meeting you set when you first made contact. For example: “At our previous meeting, you wanted…”. By recalling the goal of the discussion, your client will immediately be focused on the topic you are going to address.
Summarize your sales pitch
To keep your client’s attention throughout the meeting, present only your strongest arguments. Over-arguing is counterproductive, and if your client is interested they will ask you to elaborate on your offer themselves!
Connect your arguments to your client's needs
When preparing your sales pitch, you should link your arguments to your prospect’s needs. To do this, study your buyer persona so you can respond relevantly to their expectations. Then use the SONCAS method to tailor your arguments to your client’s psychological profile.
Confirm the points of agreement in the argument
Throughout the sales process, make sure you have validated all the points in your pitch. This involves asking questions such as: “Does this work for you?” or “Can we continue?”…
The goal is twofold:
- Don't forget any argument.
- Ensure that your interlocutor has fully understood the offer presented.
Don’t forget to prepare a list of responses to anticipate possible objections so you aren’t caught off guard.
Finish with a summary
After each sales pitch, remember to analyse the meeting, especially if it didn’t end in a sale. Take stock of friction points and the arguments that resonated most with your target. The purpose of this review is to improve your future sales pitches for upcoming meetings.
5 sales pitch examples
Here are concrete examples of sales pitches for all your commercial meetings.
1. Use references
No salesperson can convince without providing proof for the arguments they make. Be sure to collect testimonials from satisfied clients and present examples of work to reassure your potential client.
Example of a pitch:
- Customer: Your product seems interesting to me, but will it solve my problem?
- Salesperson : actually, I have here an example of a company for which we carried out...
2. Rely on active listening
The best salespeople know how to listen to their clients and, above all, how to get them talking. Ask your listener questions that will help them connect their problem to the offer you are proposing.
Example of a pitch:
- Sales rep : I fully understand your problem and I imagine you're losing a lot of money?
- Prospect : that's exactly it — between reminder letters and phone calls, it's a huge number of hours wasted!
- Sales rep : what if, instead of spending your time and energy on that, you chose a solution better suited to your needs?
3. Focus on the benefits
To close sales, you must never lose sight of your marketing objectives. Bring the conversation back to the benefits of your commercial offer. Never forget that you are there primarily to provide a solution to your client’s problem, not just to praise your product’s features. Of course, the benefits you emphasise won’t always be the same; refer to the SONCAS selling method for guidance.
Example of a pitch:
- Salesperson to customer — New: you are today looking for an innovative solution...
- Salesperson to customer — Ecology: we pride ourselves on sourcing our raw materials exclusively locally...
4. Use numerical data to support your arguments
Numbers and statistics are excellent sales activation tools. They will illustrate your points, strengthen your credibility and add weight to your sales arguments.
Example of a pitch:
For example, you can support your argument with case studies, your customer satisfaction rate, the increase in revenue of your clients…
5. Incorporate storytelling into your marketing message
Storytelling is essential in sales strategies. Consumers love good stories, and they can be an even more effective lever than traditional sales arguments. Add one or two relevant anecdotes to your text. They will bring a more human side to your sales pitch and help create an emotional connection with your audience. And where there is a connection, there is a trustworthy customer relationship!
Example of a pitch:
Imagine, for example, a situation your client can relate to, or tell a striking anecdote one of your clients experienced thanks to your offer.
Our advice
You now have all the techniques to build a powerful sales pitch!
Don't forget that good preparation beforehand is the key to commercial success. So, to write your sales pitches, start by getting help from a professional web copywriter who will know how to find the right words to captivate your client!
