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A good sales pitch will acknowledge that problem via research and provide a solution. Your message should be honed on a specific product feature or features that the audience will benefit most from.
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The most common sales objections fall into four buckets: budget, authority, need, and time also known as BANT. You may not need to have a detailed response to all four, but be prepared to discuss each. The key here is to show you understand their concern, and offer possible ways to overcome those hurdles. Does the target audience currently have a competing product that is similar?
If so, highlight the features that differentiate your product. Do they not have budget this quarter? Talk to how much money your product can save them. In the meantime, leverage customer and product research and use that knowledge in handling objections. So, start by asking questions, and be an active listener in response. Keep checking in with the buyer during your pitch — take the time to hear their views and respond with deep, thoughtful follow-up questions.
This is a critical step to really understanding their business needs and ultimately closing the deal. If your pitch goes well and you have your ears open, it should feel less like a business presentation and more like a healthy conversation about their business needs. Every sales pitch should end with a call to action that makes sense. Never wait for the customer to make the call to action. Knowing the role of your buyer or buyer s, more likely will help focus your research and shape how you personalize your pitch. For example, research shows that marketing leaders say their biggest challenge is engaging with customers in real time.
Meanwhile, for customer service leaders , the main challenge is keeping up with changing customer expectations. Looking for a head start on your next sales pitch? Ask current customers that you have a healthy relationship with for referrals to other potential prospects. Referrals are more likely to complete a sale than any other method, and generally a customer who is happy with your service will be happy to spread the word.
But remember, a referral without an introduction is ice cold, so be sure to ask for a quick email introduction rather than just leaving with a name and phone number. Keep the pitch on-message, keep it clear and you'll keep your buyer's attention. Now you're ready. Be confident because you've put real thought and effort into your sales pitch; you know your product, you know your buyer, you're ready to listen, you're solving a real problem, and you're ready for any objection.
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quick win b2b sales answers to your top b2b sales questions Manual
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What the future science of B2B sales growth looks like
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Why Everybody Hates Cold Calling… And Why That’s Good News For You
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