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Keys to a Sales Pitch Script

There are some very key things that you can do to make your sales pitch script strong and powerful.


Communicate Value

The first thing that needs to be focused on with your sales script is clearly communicating the value that you offer. Value is basically the benefits that you delivery to your customers or clients and essentially how you help them.

Value can be broken down to three different levels: technical, business, and personal.



Technical value:  technical value is how you help your clients at the lowest and most basic level. This is typically at the level of systems, processes, and people. When you help to make any of those areas work better, those improvements are the technical value that you offer.

Business value:
The technical improvements that you make will trickle up to create benefits and improvements at the business level. These are improvements in areas like revenue, costs, and customers.

Personal value: When you help clients to achieve technical and business improvements, this will often lead to improvements that impact your clients at a personal level. These can be seen in the areas like compensation, career growth, and workload.

 


 

 

 

Build Interest

In your sales pitch script, it is important to include some language that will help you to build interest.

Connect value with pain: If you know the pain that the prospect is experiencing, try to display a connection between that and the value that you offer. As part of this, communicate how your value will resolve the prospect’s pain.

Communicate ROI:
Communicate the return on investment that other clients of yours have achieved by investing in your products and services. Giving quantitative figures can help to build interest and make your sales pitch script more powerful

Communicate how you differ: One of the best ways to build interest is to communicate how you differ from your competitors and from the prospect’s other options.

Outline threats from doing nothing: The prospect always has the option to do nothing and not purchase anything. You may want to communicate to the prospect what negative outcomes could occur if they do nothing.

Share key company facts: There should be a place in your sales pitch script for key company facts. These are details about your company that are impressive and decent bragging points. These can be years in business, market share, awards, client details, etc.

Client stories: Nothing is more powerful than telling a story about an existing or past client. When you are able to display how you helped another business, you will not only be able to build interest, but you also build credibility.


Trial Close

One small, yet powerful step that is often left out of a sales script is the trial close. This is checking in with the prospect to see what their thoughts are. You can try to assume what the prospect is thinking but you could be wrong. Instead of assuming, ask them so that you know where you stand and what direction you are heading.
 

 

Launch Pad Solutions provides a sales script tool to help with developing a sales pitch script.

 

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This article was published on Saturday 20 October, 2012.

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