The sales process might seem like a solo performance, but landing a big account or taking a repeat client’s business to the next level is something that a sales team can take pride in together.
“Don’t be afraid to seek out advice or help from other people in your organization or in your network – it’s amazing what you can learn from others,” said local Account Development Representative Kimberly Cancelliere.
It’s also important to remember that a sales pitch takes two people at opposite ends of the equation to function. While a salesperson is the expert, sometimes saying less leads to more. Filling the silence is a natural way for a prospect to divulge more of the solutions they are looking for simply because they want to fill a gap in the conversation.
Planning ahead and analyzing the prospect’s business history prior to the call can help a salesperson better navigate the conversation when new information is inevitably unveiled. Though the product might not change from client to client, the solutions they are looking for to their problems will. By mapping out the desired “after conversation” scenario and all the ways to potentially get there, you can appropriately offer more impactful solutions with confidence.
Built In Colorado sat down with three sales professionals to uncover all the ways practicing a pitch truly makes perfect.
At Udemy, a global edtech company, Account Development Representative Kimberly Cancelliere knows that asking for help can lead to better results. Whether it’s seeking out a colleague with more experience or building a visual plan of attack, collaboration is a key component of improving the sales process.
What’s the key to a successful sales pitch, and why?
Knowing the worth and value of the product/service you are pitching, but also understanding the current and desired state of the business you are pitching to. Fortunately, Udemy has key insights into the challenges and skills shortages employees and businesses encounter in an increasingly competitive economy.
What’s one change you’ve made that’s really elevated your sales pitch?
Connecting with various managers and colleagues who have more experience than I do. Through my conversations with my Udemy family, I’ve learned just how far research goes when writing a strong sales pitch. If you can position yourself to stand out from other salespeople by proving you know the prospect’s goals and initiatives, your pitch will add much more value.
Don’t be afraid to seek out advice or help from other people in your organization or in your network.”
What’s the most valuable piece of advice you could share with someone who’s looking to take their sales pitch to the next level?
Don’t be afraid to seek out advice or help from other people in your organization or in your network – it’s amazing what you can learn from others. Also, it has really helped me to map out my research and sales pitch on a document so that I can visually see my research and game plan while writing emails or calling prospects.
At Funding Circle, a fintech investment company, Sales Team Lead Isabelle Ouyang knows that communication is crucial. By rewiring soft skills to communicate more directly and effectively with self-awareness, a salesperson can actively listen and deliver solutions over the phone with conviction.
What’s the key to a successful sales pitch, and why?
Have confidence and stay positive – for you and your customer. Remember that you are the expert on your product. If you remember that and believe in what you say, you will win.
Be short, clear and direct. Deliver your sales pitch in a way that gets to the point. The pitch should be no more than three to five bullet points. Let your customer ask questions to help them understand why your product can serve their needs.
Remember to take a breath. It is normal to feel nervous before delivering a pitch. This allows you to process the material before saying it out loud and allows your customers to understand what you’re saying. The goal is to control the conversion while allowing yourself the mental space to actively listen to your customer.
Lastly, silence is golden. Stay silent after you ask for the sale. Don’t let the customer sense fear, and wait for them to respond. Use the long silence to your advantage.
What’s one change you’ve made that’s really elevated your sales pitch?
Building confidence has been a game-changer. Coming from a face-to-face selling environment, phone sales was new to me when I joined Funding Circle. Customers can hear everything over the phone: your breathing, your voice and your pauses. However, they can’t see your facial expressions, body language or demeanor which you have to account for.
It is important to communicate assertively and stand your ground throughout the sales cycle. The first thing I learned was to take certain words out of my conversations such as “but,” “just,” “I think,” and “don’t.” Instead of saying “I think,” I’d use “I believe” to assert my intention. I also try not to overthink and over-apologize.
By practicing these soft skills, I was able to overcome many unpleasant phone conversations I’ve had with customers. These skills have allowed me to earn my customer’s respect, and build trust over the phone and through emails. As a result, I achieved my close rate goals consistently and now I have more confidence in general.
Learn from your mistakes and successes to identify what works for you the best.”
What’s the most valuable piece of advice you could share with someone who’s looking to take their sales pitch to the next level?
Believe in yourself and your abilities. Stay positive, hold your ground and don’t let a no bring you down. Learn from your mistakes and successes to identify what works for you the best, as everyone has different strengths and areas of opportunities to focus on.
No one is perfect. As long as you stay consistent and don’t give up, you will win the sale!
At Datadog, a monitoring and security platform for cloud applications, preparation is second nature. By practicing myriad pitch methods and investigating a customer’s needs before proposing a solution, Commercial Sales Manager Shelby Deck says she can more confidently explain exactly where she plans for the conversation to go in order to discuss the most relevant information.
What’s the key to a successful sales pitch, and why?
In order to provide a quality pitch, it is important you have taken the time to understand the customers needs, pain points, the desired “after” scenario and above all you are audible-ready.
At Datadog, we place a large emphasis on qualifying the customers’ needs prior to pitching a solution. As a result, we are not drowning the customer in irrelevant information. Instead we are taking control of the narrative by being flexible in front of the customer and crafting a response on the spot, which draws a line between the customer’s needs and how our solution will help to solve their business challenges.
What’s one change you’ve made that’s really elevated your sales pitch?
No matter the caliber of the pitch, when being pitched I often find myself thinking, “when is this going to end?” It’s no fault of the sales rep – it is human nature to allow your daily checklist to creep into your train of thought.
Given my own tendencies, I started providing an outline of my pitch upfront, which allows the audience to understand the overarching themes I plan to cover before providing the associated macro details. In doing so, I have found not only is the audience more engaged – given they are aware of the journey you plan to take them on – but they are also more likely to remember and reference the intended takeaways.
The more opportunities you give yourself to use your sales pitch in a live setting, the stronger your pitch will be.”
What’s the most valuable piece of advice you could share with someone who’s looking to take their sales pitch to the next level?
Practice, practice, practice. Not only do I literally mean practice your pitch repeatedly, but I also encourage my team to practice their pitch in three different settings, which will ultimately help ensure they are marrying confidence and candor in their delivery.
The first way you can practice is in the mirror. Given it is you and the mirror, you are likely less worried about failing and more open to being creative in your approach. It is important you have a space where you can workshop your pitch.
The second way you can practice is with a colleague. Oftentimes I find reps only run through mock sales pitches when in preliminary training; however, the most successful reps I know are always looking to level up their pitch. In addition to walking away with immediate feedback you will also get the opportunity to hear differing approaches.
The third way you can practice is by scheduling more calls. You can practice alone and with a peer, but when it’s showtime your client should feel they can trust you to be an expert in your craft. The more opportunities you give yourself to use your sales pitch in a live setting, the stronger your pitch will be.
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