Selling business software as a professional who is new to the field can be daunting. After all, not only do you have to deliver all of the impressive and noteworthy facts about your product, but you also have to do it in a manner that is engaging and likable. However, delivering a remarkable sales pitch isn’t impossible if you’re green in selling. In fact, by learning specific sales pitching skills, you can deliver pitches that sell your product every time. Here are some of the most important:
Do Your Homework About Your Prospect
One of the most important ways to connect with the people you’re pitching to is to show you have empathy for them. To do this, you need to understand who they are and where they’re coming from. Do your homework about your prospects, and learn their role, value, goals, fears and more. Then shape your pitch so that it’s personalized to the person listening. By infusing some tailored information into your sales pitch, you can create a better connection with your potential customer and boost trust and loyalty right off the bat.
Be Clear About What Makes Your Prospect Thrive
In your pitch, be very clear about the unique benefits that your software offers. Remember, your prospect doesn’t care about you, they care about themselves. Moreover, they will only buy if they are confident your solution will help them make a significant impact on the way they operate, their top-/bottom-line results, and the speed by which they can achieve their most significant aspirations. If that’s not clear, they won’t switch. So, be super concrete about why they should buy, how they will improve and what they will gain by doing so.
Build Momentum — Close on a High
The goal of your pitch is to achieve Pole Position in the buying process, i.e., be ahead of the competition. You can accomplish that by structuring your pitch to build momentum, so you can end each sales pitch on a high note. A proven way to do so is to get on common ground with your prospect about a critical challenge and the cause of this – and then pivot to explain ‘what can be’ if they’d take a different approach (your approach). By building the momentum so that you end on a positive, exciting note, you up the chances of success. Also, consider using a tried-and-tested closing phrase to ensure that your ending is powerful.
Practice, Practice, Practice!
This one seems obvious, but one of the most crucial steps to getting good at sales pitching is practice. Don’t go to a sales pitch without first spending several hours practicing the pitch. You should be able to deliver it without having to read, and you should feel like all of the information comes out of you naturally, you need to be the expert. Try rehearsing in the mirror so you can get your body language right. Eliminate any ticks or movements that convey anxiety or uncertainty, work your tone of voice by speeding up and slowing down, and be calm and still so that your prospect trusts your and believes what you have to say.
Whether you want to grow your own business software company or you’re working for a company but new to the field, you may feel like selling is a challenge. However, when you familiarize yourself with the most important sales pitching skills, then rehearse until you get them right, you can be confident going into the pitch and win over your customers when you do.
Need some inspiration to make the next step?
- Attend my free webinar how to create a sales pitch that sticks
- or join the Be Remarkable tribe for business software professionals and get answers to your specific value proposition challenges.
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