Elements of Creating a Great Sales Pitch

A sales pitch is a way of creating need, want, and enthusiasm for a product or service. The question is how do you create the need, want and enthusiasm for what you are selling. Let's talk about each component individually starting with need. First to create need you must investigate why your customer is talking to you in the first place. As an example I am going to use residential window replacements as my product. To create need the first thing you would do is investigate the windows that are currently in the home or a window inspection. You must make sure your customer participate in this investigation or it's a waste of time. You point out any potential problems you might see and suggest as many different ways to fix them as you can. However do not try to sell them on your product at this time. Suggesting other ways to fix their problem that do not include your product will build trust between you and your potential customer. Then they will see you as a person instead of a sales person. When your investigation is complete it is time to move on to the next step.

Building a want for your product has a couple different aspects. The first thing you need to do is find your customers hot buttons. You must figure out what features of your product are going to make them want to buy if you do not have a hot button to push when you are trying to close them you will not have anything to close them on. In our example residential window replacements some good hot buttons would be beauty, comfort, safety, and resale value. Discuss each feature of your product, stopping and talking in more detail when your customer becomes interested. When your customer becomes interested is when you have found your hot button. The second step to creating want is comparing your product to other products. It is important not to bash your competitor's products but to be consultive about what else is available to them. Remember a great sales pitch is need, want and enthusiasm and not need, want and bashing. Talk about everyone else's products first and ask them if that is something they would interested in. Don't be alarmed if they say yes it just means that they are genially interested in what you are selling just make sure the products you are comparing are in fearer to yours. That way when you show your product last your customer will like what you have more then whatever else is on the market. This will also kill the "I need to shop around" objection when you are trying to close them.

The last part of a great sales pitch is enthusiasm. This part is completely up to you the sales person. Keep your energy up and talk with your hands. Keep your customer involved by asking open ended questions and when you ask a question remember, he who speaks first loses. If a customer says something good about another product don't get defensive simply ask what they like about that product and use it as a hot button it is more then likely that your product will have something very similar. Never forget people do not buy negativity in any form whether you are bashing a competitor's product or what ever you are replacing with your product it is never a good idea to be negative. I hope this helps you with creating a great sales pitch.