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Pitching To Win New Business Skills Training and DevelopmentTo get a feel of the work we do in this area, have a look at the Pitch Perfect - New Business Pitching Programme run for Hewitt Associates Or Presentation and Pitching Skills run for UBS Triton Find the next available Open Sales Presentation Course And the next available Open Sales Training Course: Boosting Sales and Closing the Deal Course You might also be interested in the next available Open Communication Skills Two Day Course Alternatively read Pitching for New Business If you want to know more about our Training Programmes have a look at our Communication Skills Key Issues page Pitching To Win New Business Skills Training and Development |
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If you are interested in talking to us further about Pitching For New Business |
Business Selling and Business Pitching
Impact Factory runs tailored Business Selling and Pitching Programmes
and tailored Business Presentation Skills Programmes
We also run Open Business Selling and Pitching Courses
and Open Business Presentation Skills Courses
for anyone who wants to improve their Business Pitching Skills
The following article was contributed by Tim Connor
Are You Giving Customer Focused Sales Presentations?
In a recent sales survey, it was discovered that most salespeople cover 5-7 features during their presentation. When asked what the prospect remembered 24 hours later, they mentioned only one of the features. Guess which one? Not the first one, or the last one, but the one that related to their need, want, problem, desire or concern.
Pitching for New Business
The average attention span of the average adult is 12-14 seconds. If your sales presentation lasts more than 1 minute, don't flatter yourself thinking that most prospects hear or remember what you say.
In a recent sales survey, it was discovered that most salespeople cover 5-7 features during their presentation. When asked what the prospect remembered 24 hours later, they mentioned only one of the features. Guess which one? Not the first one, or the last one, but the one that related to their need, want, problem, desire or concern.
So what is the key to an effective sales presentation? Only cover the features and corresponding benefits of the issues that are of interest to the prospect. People buy for their reasons, not yours. They buy emotionally, and then justify their decision logically. Therefore a powerful presentation does the following:
1. It comes from the prospect's perspective.
2. It is interactive.
3. It is a conversation with an agenda.
4. It blends a balance of emotional appeal and logical reasons.
5. It is brief.
6. It lets the prospect tell you what he wants and/or needs.
7. It qualifies interest in the features as you move along.
8. It tests the prospect's interest along the way with trial closing questions.
9. It adjusts to the prospect's personality style.
10. It is customised and tailored to each prospect.
Most salespeople go into what I call a "feature dump." One of the biggest mistakes salespeople make is that THEY TALK TOO MUCH. How about you? Are you giving more information than you are getting?
Most good prospects are ready to buy before they tell you. Just give them a chance, and they will help you sell them.
