I’ve lined up meetings with a couple of large prospective clients. I’m a bit nervous about these meetings. How can I impress them and deliver a sales pitch that will seal the deal?
Selling is a process, it is demanding, rewarding and can be fun. It is also about relationships and connecting with your client.
I really don’t like the word pitch but it is used so often that I am repeating it here. I think as a salesperson if you think about a pitch that’s what your presentation will be – a pitch.
I really dislike being pitched at or to but I like to buy a good idea, product or service. So in my preparation I think about the potential customers and what they could be interested in.
So here are the steps I suggest you take:
- Look your best, be dressed in a style that is suitable. Women should never dress like they are going to a cocktail party and equally men need to look smart and professional.
- Understand very clearly the value of the product or service you are offering.
- Research all you need to know about your clients before you present to them.
- If you are not sure why your product could be good for them, find out more about them at the presentation.
- Make sure you are presenting to the person making the purchasing decision.
- Make sure you relax them and yourself at the start. Say something relevant to them or their business. Show that you are focused on them. Perhaps bring an article you have seen that may be relevant to them or their business.
- Don’t make banal conversation for the sake of it.
- Take all required material with you. The way you present this will make you look smart or old-fashioned. An iPad presentation is the ideal, convenient way to present.
- Make sure that you have rehearsed your presentation, but don’t present in a rehearsed manner. If you do make a mistake or can’t answer a question, be honest about it. Don’t ever pretend you know the answer but make sure you note the question and promise to get back with an answer.
- If the question needs an urgent answer, make a call straight away. Show that you have back up. Remember we sell ourselves first, our company second and our product third.
- Be on time. Nothing is more irritating than a late salesman.
- Watch your clients’ reaction as you present. Their body language will tell you a lot about the impact you are having.
- Listen carefully and respond to any questions or objections and find solutions to those.
- Focus on the product’s benefits to them rather than the generic features.
- Ask questions as you go along such as – Would this feature be of interest to you? How soon would you need the product? When do you need delivery? When would you want to get started?
In other words, if you have done the preparation and you are speaking to a serious potential client, assume that there is mutual benefit in the conversation.
As you are speaking, listen, be tuned in to the person you are talking to, watch for the signs that show interest or disinterest.
Relax. Before my first Pola presentation I was so nervous that I had a glass of wine! Be your authentic self. Only sell something you really believe in. Life is too short to do otherwise.