Every salesperson knows that the pitch is the bread-and-butter of sales. But, there’s a big difference between selling face-to-face versus selling over the phone. In person, your pitch must change based on the context and setting of every potential deal.

In our most recent episode of Stay Paid, Josh and Luke discuss a situation where they were forced to readjust their pitch, and the foundation of perfecting a pitch in person.

Key Points

• Know your script and be prepared for any situation
• Before you go into your pitch you must reevaluate the setting
• Include an attention-grabber

Background

Recently, Josh and Luke attended a financial conference in Florida. On the first day, Luke started pitching our product and did what every salesperson does, resorted to what he knew by heart. However, his pitch fell flat. He quickly realized that in order to close the deals, he had to make a few changes. But, just why did his tried and true pitch prove to be unsuccessful? Because the people standing in front of him had no context.

What we learned  

For starters, you need to understand who the person is that you’re pitching. The context and setting that you’re in dictates a large piece of your script. Understanding your audience will help you to establish the pain points that your product or service can solve.

Next, you need to ensure that you have an attention grabber. Something that will compel your prospects to continue listening. Luke realized that before he even got to his value proposition, he needed to first share why his prospects should listen to him, coupled with a bold claim: that ReminderMedia is blowing up within the financial and insurance industries.

Now comes your value proposition. You need to frame it up in a way so that ties back to your pain points. And the only way that you’ll be able to fully understand your prospects’ pain points is by ensuring that you understand the context and setting.

Lastly, the close. You must be able to create a sense of urgency and tie it back to the framework of your pitch. Luke was able to do so by evolving his close to match the context of his location. Through confidence, he made each prospect feel as if something really amazing was happening, and that they needed to act quickly. At the end of the conference, our team walked away with over 40 closes!

Action Items

Following this podcast, our goal is to provide you with as many actionable tips as possible. For this podcast, they include…

• Start practicing and refining your script

As always, take action on these tips!