A Sales Pitch Revisited
10 questions that makes a sale
To whom am I speaking?
Companies don’t buy products, people do.
Understand the role, background, and your
connection to the person you are speaking to.
>> Linkedin rules
How did the user find us?
Intent = Higher conversion.
Warm introduction, user contacting you, user
highly active on site are signals of intent.
>> This is where your connections and data
skills are valuable
What’s the user’s role in the market?
Where does the person work? Does the firm
invest money? Does the firm sell services?
Does the firm raise capital?
>> Who is your target customer?
Who does the user trust today?
Understand existing products and services
used by user today. For what purpose? For
>> Know your competitors
What is the user’s problem?
Problems are always subjective. Let the user
tell you about her/his experienced problems.
>> You can’t sell to a user with no problems
How do you solve the problem?
Tailor your presentation about your product to
the user’s problem. How can your product
solve the problem?
>> Show relevant features only
What’s the value of your solution?
Are you offering time saving, cost saving, or
something unique relative an existing behavior.
Does your product offering speak to your user’s
wish to be an influencer or a rockstar?
>> Sell greatness…
What is the user’s purchasing cycle?
Is he/she signed up to an annual contract with
a competitor? When does it expire? Are they
looking to make a decision at a certain date?
What is the user’s budget year?
>> B2B is about replacing costs, not creating
Who makes purchasing decisions?
Are you talking to the person that buys? Who
is that person? Can you get introduced?
>> Bottom-up takes time and top-down requires
a warm lead
How does the user buy products?
Invoice? Credit card? Report sent to
procurement office? RFP?
Make it easy to buy your product for your
customer. This is subjective.
>> Payment alignment can make/break a sale
Listen to your customers
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