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How to make your sales pitch more effective

The external real world where you... open the sales negitiation training page

We learn sales skills on corporate sales training courses. But do you know how to put together the selling techniques you have learned?

Do you make the common mistake of presenting a fragmented sales pitch, or pause as you try and link each stage of the sale together? There is one simple sales technique that will give you a seamless sales meeting with your customers, and link all your existing selling techniques into a flowing sales pitch.

On sales courses it’s usual to break the sales process into stages so you can understand the sales process and focus on perfecting one stage at a time. You can practice an introduction, role play sales closing techniques, or learn to add benefits instead of features to sales presentations. This is a good way to present sales skills training.

But unless you know how to put all the stages together into a complete sales process you could make the common mistakes that lead to poor sales results. For more information on using a selling process open the Sales Process in a new window and then come back here to continue.

When I’m out in the field coaching sales people I often hear a sales pitch that starts off really well with a great introduction. But when the sales person tries to move to asking the buyer questions to establish their needs, there can be gaps, hesitations, jumps in the conversation, and it just doesn’t sound professional.

The same can happen when they move from the questioning stage to the presentation, and especially when trying to move to closing the deal at the end of a sales presentation. If you find it difficult to seamlessly move from one stage of a sales pitch to the next, and carry your customer with you, don’t worry. It’s no surprise, because this is probably how you have been taught to sell.

Just add these simple selling techniques to what you do now and you will multiply the effects of your existing sales skills.

Imagine you are selling to a customer. You have introduced yourself, your product, and your company. You have asked questions to establish the buyer’s needs. Now you want to move to the sales presentation stage of the meeting.

Do you:
Say nothing, get out your demonstration model, or sales presenter, and start pitching.

Ask the buyer’s permission to show them your sales proposal.

Keep them talking and sneak into presentation mode hoping they don’t notice.

Try this selling technique and see how effective it is for you

When you’ve asked all the questions, and established what the buyer wants, summarize back to them. Gain agreement on the benefits they have said they would like from the products or services you can offer to them. Then use some simple lines to link into your sales presentation stage of the meeting.

For example:
From your questions it is clear that the buyer wants a product that will save them money.

...remember we are sales people and we sell benefits, not boring old features of the product...for a greater understanding of features and benefits and how to sell them, open Sales Presentation Tips in a new window then come back here.

Use the benefit the buyer wants as a motivator to move together to the next stage of the sales process:

Re-state the benefit
‘what you are looking for is a product that will save you money?’

Now motivate the buyer to come with you
‘So you can see for yourself how you can save money, let me show you this product and then you can tell me if it’s the right one for your business’

A simple link from the questioning stage to the sales presentation stage. No uncomfortable pauses, no hesitation, a seamless link, confidently presented, and you and the buyer move towards closing the deal.

Put the selling techniques into action

This is a simple to use sales skill that you can easily put into action. When you add this selling technique to your sales process your other sales skills become much more effective. A good link, from each stage of the sale to the next, means you get the full effect of the sales techniques you have for each of the sales stages.

For help in adding these links to your sales structure, and to learn sales skills to build more effective sales pitches, open the Sales Training Course I use with my working sales teams.

These are real selling techniques that build a full sales process. Like everything else on Sales Training Sales Tips website the sales techniques have been proven in real sales situations, and by real sales professionals.

How to target your time at the sales activities that will earn you the most money.

The next page of the Car Sales series that uses selling cars as an example of a full sales process in action.

That's my aim with The Sales Buzz Free Newsletter and with all the selling techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.