Salespeople are in a tough spot. They have to inform leads about their products and services, how they will benefit from them, and get them to sign the check. They only get a few minutes to hit each of these points. No matter what you’re selling, your sales pitch can make or break a deal. Here are a few tips to get the conversation started on the right foot:
Talk to your prospects, not at them
B2B buyers are more informed than ever. In fact, they’re most likely researching your products and services well before you even start a conversation with them. When you get them on the phone, make sure you’re listening as much as you’re speaking. Take notes if it helps. Make sure that you address every concern they mention so that they leave the conversation knowing exactly how your product/service will be implemented in their business. If you have to check with someone else on your team to confirm an answer to one of their questions, let them know that and get back to them promptly.
Though it can help to have a script, be willing to stray from it to have a more natural conversation that’s targeted to the specific person you’re talking to. Treat the pitch as a dialogue, not a monologue. The more you let your prospect speak, the more you’ll learn about their concerns, goals, and business needs and the better you can tailor your message to satisfy them.
Speak their language
Take note of specific language your prospect uses and implement their words to describe their concerns going forward. Mirroring is a great way to show prospects that you’ve heard them and you understand what their unique business problem is.
Use terminology that your prospect will understand without talking down to them. You’re speaking to business professionals so choose your words carefully – not too dumbed down, but not to technical. Finding this balance can be difficult depending on your industry but the key is to practice, practice, practice!
Don’t be boring
The worst thing that can happen while you’re pitching is your prospect losing interest. As soon as they start thinking about what their dinner plans are, you’ve lost them. They don’t care what you’re saying anymore and they’re certainly not going to spend money on something they don’t care about.
The best way to avoid this trap is to engage them as much as you can and as quickly as you can. How? Do your research! Before you get on the phone look up who they are, what they do, and come up with a plan. Looking up detailed company information can help you figure out their most likely pain points so you can craft an answer before they’ve asked the question. Being prepared will also make the pitch easier to deliver.
ZoomInfo can provide your sales team with direct dial phone numbers and email addresses as well as other detailed B2B data to get prospects on the phone faster. Get access to job titles, job functions, and hierarchy within organizations so you can deliver a more targeted pitch to your prospects. Contact ZoomInfo today to learn more at 866-904-9666!