From the Summit: We hear a lot of sales pitches at SalesSherpaGPS.com, a B2B Sales Acceleration Platform from Tip of the Spear Ventures. Working with Sales Leaders and their sales teams is never more exciting than when practicing riding up and down in an elevator for the dreaded sales elevator pitch. After all, who doesn’t like getting their point across in 30-seconds or less? So we started thinking, how many times have we thought we were traveling safely in an elevator, only to have the sales pitch decouple the traction cable causing the elevator to come crashing down (Thank goodness for the elevator brakes and cables that prevent elevator plunges!) So in this post we ask “Is your sales pitch ruining your B2B Sales Acceleration Strategies?” along with 5 Tips… Enjoy!
To Pitch, or Not To Pitch (Is There Really Any Question?)
In the game of cricket, a pitch is the place where you can run your game by manipulating the ball into a position where it would be safe to take a run, or by directing the ball through or over the boundary. In the game of B2B Sales Acceleration, the sales pitch is the verbiage/word track that you have to share in order to bring in business or a client to you. So have you ever followed a cricket match? In cricket a team might eventually lose no matter how well they played. This can happen when the first thing before anything begins is wrong… If the pitch (The place where the ball is thrown from) is not in the place like it should be, the cricket game is over before it even begins! The same can be said about the game of B2B Sales Acceleration regarding the sales pitch (or elevator pitch) presented.
There’s No Crying in Sales (or Cricket/Baseball!)
So how does the game of cricket relate to that of sales, and sales pitches in particular? There are both good and bad pitches. In sales, if you can correct your first step (your sales pitch) that is taken by your sales team in meeting or pitching a client, you run the likelihood of continuing your sales conversation. So unless your sales process consists of having a one (1) conversation sales close (“What’s that you say? Well by all means I’ll take two!” just doesn’t seem to be realistic, right?)
So how can you ensure that your sales team isn’t losing more sales than winning right from the start with their sales pitch? One sure fire way to lose prospects is to be braggadocios and say ‘This business or service has the solution to all your problems.’ Or say that ‘This product will be whatever you want it to be.’ Or even say ‘This is the solution to all your requirements and needs.’ You have to be sure that your sales team never starts up with these ‘errors’ because they are certainly an overstatement, not correct, and they never can be good sales verbiage/word tracks!
B2B Sales Acceleration NOT Derailment!
You are trying to do promotions for lead generation or B2B Sales Acceleration, the aforementioned sales pitches will ruin the whole scenario for you (Yep, mark another one “Lost.” An amateur service provider or a business seller might think there is no harm in beginning a conversation this way, but that is not the case. Such a sales pitch will not only damage the entire idea of your business, but also its transparency. Business development suffers a setback if sales pitches are not given special importance in structuring appropriately to represent the business.
Sales Pitch 101 for B2B Sales Acceleration – 5 Tips!
If your sales team is not trained and doesn’t have complete knowledge of what they are there to sell, this will cause you great failure. So, there are a few facts that you should maintain which shows your competency and proficiency in your field when it comes to crafting the perfect Sales Pitch for B2B Sales Acceleration:
- Always make your sales team a part of the discussion when planning a sales pitch.
- Your sales team should have complete knowledge of whatever they are selling.
- Make sure that they have understood the concept of the business they are calling on and would not be confused if any questions are asked (Objections?).
- The confidence of your sales team is what will win the confidence of your client and their trust too, but confidence isn’t enough. What is needed is solid practice in not only presenting the product/service, but in delivering such message in a condensed timeframe.
- Keep your staff updated related to any changes in the business or sales pitch (Innovation when it comes to your product/service offering).
In this post, we’ve explored “Is Your Sales Pitch Ruining Your B2B Sales Accelerations Strategies?” along with 5 tips! With these tips in place, there will rarely be a chance that your B2B Sales Acceleration faces a downfall because of a wrong sales pitch such as in the game of cricket. As a final reminder, always keep open/strong communication between the Sales Leadership and the Sales team. This will smooth over any problems regarding the solution with the best business development strategies.
PS – Like this post? If so, you’ll love our B2B Sales Acceleration Platform at SalesSherpaGPS.com! You’ll be able to conduct outbound sales calls 4-8x faster, increasing your reach/penetration, and having more successful sales pitches just like in this post that will lead to greater sales. Start your FREE 7-Day Trial by CLICKING HERE.