3. Knowing your Audience
Research your audience. Make sure you know
as much as possible about the company and
individual who will be hearing your sales
pitch.Look up your potential customers'
profiles on LinkedIn, and read through the
company's website. Find out what the
business’ specific needs are and how they
relate to your product or service. What will
they gain by working with you?
4. • Pitch to the right person. The person who can
decide about using your product or service is the
person who should hear your pitch. Find out who
makes decisions about buying inventory or using
services in the company.
5. Make an appointment with your
customer
• Once you’ve identified the most appropriate person to
listen to your pitch, schedule an appointment with them.
Find out when it is most convenient for them. Be sure to
consider the amount of lead time they might need in
order to stock your product, or when they will most need
your services.
• For example, if you are selling a holiday-related item,
you shouldn’t wait until the beginning of December to
deliver your sales pitch.
6. Know how much time you’ve got for
the pitch
• Once you’ve gotten your appointment with
the customer, confirm how much time is
scheduled with them. Suggest at least 30
minutes for the appointment. Your pitch
won’t last the full time; you need to leave
time for discussion afterward.
7. Tell a story with your pitch
• Tell an anecdote or personal story about your
Properties . Use this as a hook to appeal to
your customer’s emotion
8. Use simple language
• Strive to be clear and easy to understand.
Take out jargon from your presentation,
unless it’s standard in your industry to use
certain terminology. Don’t assume that your
buyer will automatically know what you’re
talking about, so using simple language is
best.
9. Keep it short.
• Be able to get the most important points across in the first
minute.
• After this point, buyers might start to lose interest if they have
already decided against your product. Your pitch will likely last
much longer than 60 seconds. Hopefully you have at least 15-
30 minutes, depending on the type of product or service; spend
much of your time building a conversation. But make sure you
build in the most important points immediately.
• The name of your company
• Our properties where we selling .
• The “What’s In It For Me” aspect: tell your buyer what they will gain by buying
your Properties
10. Describe how your customer will
benefit
This is one of the key factors in a good sales
pitch. Your customer isn’t always interested in
how many awards your product has won, or
how many stores you have merchandise at.
They want to know how your product or
service will improve their business and make
their life easier.
11. Differentiate yourself from your
competitor
• Describe how your product or service is
different from others who offer similar
products. Focus on how your product is
unique or how you give personalized service.
12. An important feature of the pitch is to have two-way communication with
your audience. You might already know their needs, since you’ve done your
research. But you should give them an opportunity to tell their story and to
describe what makes their situation unique.
If you don’t feel comfortable yet trying to involve your audience throughout
your pitch, plan for a question-and-answer session after your pitch. This will
give them a chance to ask questions and get more information.
13. Your customer may find reasons to decline
your sales pitch. Be prepared with answers
to these objections.
Make a list of the top 10 reasons why
someone might say they don’t need or want
your product. Craft responses to each of
these.
14. Once you’ve written down your pitch,
find ways to cut down words, clarify
meanings, and make your wording more
dynamic. Eliminate parts that don’t apply
to the particular customer you’re going
after.
15. •
Rehearse your pitch. Practice delivering your
pitch to a colleague or friend. Ask them what
makes sense and what doesn’t make sense.
Run through a revised version of your pitch
with them to see how it has been improved.
16. Confirm the time and location.
• One or two days before your pitch, email or
call your customer to confirm your
appointment. Make sure they still have the
time to devote to hearing the pitch. Also
confirm who will be attending the pitch
19. Delivering your Pitch
• Break the ice
• Don’t show nervousness
• Demonstrate positive body language
• Maintain eye contact
• Ask questions.
• Closing your Pitch
