The art of selling is such that it can make or break a product’s image and profitability prospects. The following article seeks to focus upon the convincing act that is as crucial to a sales effort as all marketing and publicity activities brought together.
It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.
~ Patricia Fripp
……and this obligation and responsibility stems from whether or not you manage to enamor your prospective client to your commercial offerings right from the time you approach them in the first place. If you don’t make a good first impression, you probably won’t get an opportunity to make a last impression – not on the same prospect at least. This is what we will discuss in this article. Your sales pitch can either be the nectar that draws a swarm of buzzing prospects or it can be a cup of black tea which has cooled off – one would certainly not be interested in it and won’t care about it even if it were placed right under his nose! That being said, let’s proceed towards a couple of examples of how a good seller’s proposition should look like.
Examples of Effective Sales Pitch
Before we proceed towards a couple of examples, let’s first make a note of some important aspects that must be a part of any effective sales proposition. These crucial must-haves are as follows:
- Frame the pitch such that it arrests the attention of the prospect in the first few words itself.
- While developing and delivering your pitch, make sure to match your product’s features with customer requirements.
- You may provide testimonies to develop product credibility in your prospect.
- Listen to your prospect’s concerns, apprehensions and doubts patiently, agree that their concerns are justified and then proceed to tell them what solutions you have in case their concerns do materialize after purchase.
Now, taking into consideration all the above mentioned factors and issues, let’s take a look at what the following examples have to say.
ABC & Sons have come up with a whole line of portable vacuum cleaners for our customers! We understand that each gadget that you buy comes with a “where-to-store-this-one” dilemma and we also understand that improper storage is often the reason behind most damage to the exteriors of these otherwise useful gadgets. Keeping that in mind, we offer you a complete solution that includes a powerful vacuum cleaning experience with full-sized yet light weighted accessories.
Now comes the best part – while most small-sized vacuum cleaners fail to serve the powerful cleaning needs of countryside homes and big apartments and bulky vacuum cleaners are difficult to store after use, our product is the solution to both problems as while it employs the powerful cleaning functions of a full-sized cleaner, it can be dismantled into convenient storage units. This means it occupies lesser space while still giving you light weighted yet powerful vacuum cleaning services. As regards any issues pertaining to repairs and replacements, our services are there for you no matter where you are. As part of our introductory offer, we are giving away car and computer vacuum cleaner accessories free of cost! We want your home to be the cleanest in the neighborhood without you facing any storage issues. It does matter to us!
Looking everywhere for low-cost, robust quality refurbished PCs? We are the guys for you then! We at 2nd Chance deal in used PCs sourced from all over North America and after we refurbish them, you wouldn’t be able to tell them from a brand new one by the way they look and work! We deal in all brands including Dell, Apple, Compaq, Lenovo and HP. Any performance issues will be addressed expeditiously within the one year warranty provided by us. Mail us at (mailing address) for further queries and we would be glad to help.
There is a saying that when you close a sale, you open a relationship. Like it or not but when you’re selling, it’s humans you’re dealing with and there are two very complex things about these creatures that must be kept in mind – emotions and lots of complex combinations of it. No matter how educated, cultured or intellectual a human being is, he/she is never free from emotions and their effects, whether he/she admits it or not. Indeed, it is emotions that make us humans what we are. In continuation with this philosophy of placing the prospect’s emotional needs on a pedestal, I would like to quote an anonymous statement I read somewhere – A smart salesperson listens to emotions not facts. Doesn’t it make sense? Therefore, when writing a sales pitch, take care to give utmost importance to the prospect’s emotional needs and sentimental values surrounding those needs. Thereafter, relate your product and its features to those sentiments and present your offering in such a way that the prospect is at once interested and feels compelled to fall for your offer.
Since, in the field of sales, the first impression you made while cold calling on your client is often the only impression you get to make, you might as well make sure that it is a lasting one, in a positive way of course. A seller’s proposition should be such that it captures the prospect’s attention and arouses his interest in knowing about the offer while, at the same time, gradually stirring up his desire to own that product. If you are delivering the pitch in person, make sure you dress for the occasion – you should strive to impress without overwhelming. Master the art of hooking your audience in with your enthusiasm, confident body language and empathy and the world is your prospect, just waiting to be converted!