HOW TO PREPARE FOR

YOUR SALES PITCH

with Steve Benson

KEY TIPS AND TRICKS

“The battle is won or lost before the warrior steps
into the arena”

-Ancient Greek warrior

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If you PREPARE for your sales
pitch, you WILL

Be Ready To Overcome Objections Increase Your Credibility

Map Your Pitch To Your Prospect’s

Needs Understand Your Target Audience
Better

Find Out Your Prospect’s Pain Points

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Therefore, your PREPARATION determines whether you

CLOSE THE DEAL

or you LOSE it
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SALES PITCH
Did you know that
1 in 8 jobs in the
US is a sales job?

Knowing how to
prepare for a sales
pitch is a KEY skill

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AN UNPREPARED SALES PITCH IS
THE WORST MISTAKE YOU CAN
MAKE BECAUSE:

➢ It’s not customized

➢ You can’t address your prospects pain
points
➢ You can’t anticipate sales objections.
➢ It makes you look unreliable

AND

➢ It lowers your chances of closing the deal

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What are the steps you need to
follow to prepare for a
successful sales pitch?

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 1. DO
RESEARCH
The information you
will gather will allow
you to CUSTOMIZE
your pitch.

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What info do you need?

1.1 Roles of
your
Prospects

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1.1 Determine the
roles of your
prospects Is he the Manager?
Whom does he report to?

Sales IT Account
Assistant? Marketer?
Manager? Professional? Manager?

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 By knowing the ROLES of your prospects you can

UNDERSTAND who they report to and how they impact on the decision-making.

MAP your pitch to their specific needs and interests.

ANTICIPATE the objections they might have according to their role.

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Watch the video in the next slide
to find out the secret to handling
sales objections!

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1.2 Identify their pain points
Each prospect has different pain
points.

Low closing rates?

Too much driving time?

Sales Poor team efficiency?

Manager?

Sales reps not motivated?

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From Problem to Solution

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1.3 Determine the context

● Is your product part of a specific

project?
● Why are they having this conversation
with you?
● Why did they become a lead?

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1.4 Gather info
about your Your best friends to
prospects find relevant data
about them

And use that to

Look for common
BUILD A
interests with your
prospects RELATIONSHIP!

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1.5 Understand the
company

Learn about the company and its industry

RESEARCH

WEBSITE ARTICLES GOOGLE NEWS

What’s the general opinion about the company?

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Understanding the main business drivers will help you
better map your solution to their problems.

What are the Can you map your Can your solution
major projects solution to any indirectly/directly
they working on? one of those? help them?

Use this info to craft an effective pitch!

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 REMEMBER:

A successful salesperson is not the most articulate or the smartest

person, but the one that really understands their prospects’
business model and addresses their prospects’ pain points.

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 2. DO A
Ask your prospect to do
PRE-CALL a 5 min pre-call before
the actual sales pitch

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How can you ask your prospect to do a pre-call?

“Hey, would you like to have a 5-minute prep-call before we have

the call with the group just to make sure that we can be prepared
and make sure everything goes smoothly? You know, I just I want to
make sure that we can we can focus on the things that you want to
get out of this and what's most important to you, what’s the main
goals that you want to achieve with this meeting?”

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Some questions to ask during your precall to make
your pitch super customized and powerful:

“Hey, I wanted to call and check “Hey, we're meeting at X

if everything was straightforward location and at x meeting
and we’re all set up for room and for X amount of
tomorrow's demo if that's okay time, right?”
with you?”

“Hey, just so as to make sure

“So today how are you solving this that I'm focusing what's most
problem like obviously did you important to you, Mr.
know you guys have this problem customer, what's the main goal
today what are you doing what you want to achieve with this
does it cost you to not be doing meeting?”
this?”
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3. KNOW WHO
Knowing who your
WILL ATTEND audience will be will
allow you to customize
your pitch even more!

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During the pre-call you will probably find out who your
audience will be.
The
decision-maker?

Your sales
champion?

The skeptical
Your CFO?
opponent?

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Why is this important?

● To GATHER the tools you need to convince each stakeholder.

● To ANTICIPATE their possible objections and have answers ready for them.

● To PREDICT who are going to be your opponents and your allies.

● To KNOW who will make the final decision.

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 Wondering how to apply all of this
to your own sales pitch?

Watch the VIDEO on the next slide to know just how!

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Happy Selling!

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