Studying sales pitch examples from the best of the best should be compulsory for anybody crafting their own pitch.
Let’s dive into some of the principles that make for an ultra-effective/good sales pitch, and explore examples that illustrate them perfectly
What Is a Sales Pitch?
A sales pitch script is a well-crafted sales presentation. Typically, a salesperson gets less than two minutes to explain how their business will benefit the prospect. In some context, it is also known as an elevator pitch since, with tight time constraints, you are presented with an opportunity to persuade a prospect to engage in business with you.
The attention span of people in this tech-driven world is ever shrinking. People no longer have enough time to listen to long sales pitches. Whenever you find yourself giving an hour-long sales pitch, you must re-strategize.
A good sales pitch needs to convey the intended message concisely in a compelling manner. If the sales pitch is to the point, you are on the right path to making profitable sales. The first few minutes of a business conversation determine the direction your interactions will take. Be sure to use this sales pitch as your attempt to convince the prospect about the superiority of the service/product you are offering.
Sales Pitch Examples and Tips
Example #1 – Reference Past Conversations
If you’ve spoken with your prospect before, don’t start a pitch by talking about yourself, your product, or your business. You’ve already built some rapport, so use it!
Refer back to the conversations you’ve had previously to show the prospect you remember them, and remind them that you understand their problem.
Here is an example:
You can also use this technique if you’re pitching over the phone, email or LinkedIn.
Here’s an email pitch example that refers back to a previous conversation:
Thank you for taking some time to speak with me on Tuesday. Loved your booth design!
When you mentioned that you sometimes feel like you’re sending your proposals into a black hole, it struck a chord with me. I had that problem at my previous company, too.
Now at _________, I help other media companies – like ______, for example – solve that problem, by giving them insight into who engages with the document and when.
I think I can help you prioritize deals that show more engagement. Can we talk about it next week sometime?
Example #2 – Start Your Elevator Pitch With A Question
A successful sales pitch begins a dialogue. Rather than starting with an opening line that’s all about you, try posing a question.
Here are a few questions that a qualified prospect might say “yes” to:
– Have you ever noticed………….
– You know how…………….
– I’ll never forget when……….
– Doesn’t it seem like……….
You can also reverse this. If your prospect knows you will try to sell them, they may have their guard up, and they’ll be wary of being pushed towards a “yes”. So instead of asking them to admit they have a problem, you could assumptively say they don’t have the problem.
“You’re probably paying below 19% in taxes each year, right?”
If they are, they’re not a great prospect! If they aren’t, they’ll tell you all about it—and you can tell them how you’ve helped others like them.
Example #3 – Keep it Short
You don’t need to tell your prospect everything you can do for them all in your first pitch. In fact, a perfect sales pitch should leave the prospect wanting more.
If you’ve done a good job identifying your prospect’s pain points, and you really understand how your product or service helps alleviate it, you should be able to pitch with one short sentence.
“We help parents take better pictures.”
Notice they don’t talk about lenses, lighting, angles, or composition. They don’t even mention how they help parents take better pictures! They’ve simply identified a specific audience—parents—and stated that they solve a problem they know that audience has.
It’s an extreme example, and a pitch this short might not work in every context, but it illustrates an important point: short pitches are simple. Simple pitches are easy to understand. And when your prospect understands you quickly, it’s easier to have a conversation with them.
Example #4 – Tell a Story
If you have a little more time for your pitch, or if you’re preparing for a product demo, create a story that illustrates how your product benefits your customers.
Your prospect does not care about your founding story, or where your offices are located. Conversely, this story makes your prospect or customer the hero—their problem is the dragon they need to slay, you are their trusted advisor, and your product is the magic sword.
Storytelling has been scientifically proven to boost sales. Stories allow the subconscious mind of the prospect to truly ‘get’ and see the valuable application of the solution.
By pairing the story of your brand and product with facts and figures that back up your claims, you can quickly engage modern buyers to want to know more. Then, use this opportunity to tell the story of your brand, which is much more likely to closing the deal and generate revenue.
Example #5 – Keep it Conversational, Not Formal
Your elevator pitch should be practiced, but it shouldn’t be a monologue. Just because somebody has asked what you do doesn’t mean they want to hear every little detail.
The WOW, HOW, NOW framework, and it goes like this:
1. WOW – Offer up some short, interesting statement that will make the other person think to themselves, “wow!”. This statement
might even be slightly confusing, as long as it’s not just industry lingo.
2. HOW – If you’ve done the first part right, you got an eyebrow raise, a tilt of the head, or a “huh?” in response. Now’s your
chance to clarify and expand just a little bit.
3. NOW – End by giving a specific example of how you do what you do.
Here’s an example:
Prospect: “So, what do you do?”
Me: “I help salespeople become the fly on the wall.”
Prospect: “Huh? What does that mean?”
Me: “I sell a platform that lets salespeople see how their prospects interact with their proposals after they send them out. Now, for example, I’m working with one customer to change how they prioritize deals based on how engaged prospects are with the proposals.”
Use Data to Ensure your Pitch is Effective
There are a number of subtle yet undeniable buying signals that can help you identify just how proactively interested your prospect is in your pitch.
For instance, if a prospect asks about pricing, next steps, delivery dates or service level, they’re showing indications that they’re considering moving forward. Other buying signals include statements like, “This would help us accomplish X” or “If/when we use your product, we’d/we’ll be much more Y”.
However you do it—even if you’re just tracking results of your pitches in a spreadsheet—keep track of the flops and wins! Every modern sales team should be using data to inform their pitch, not just going on gut instinct
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