FAB technique one of the most beneficial techniques we used to use during our sales presentation.
Report Abdelhay's answer
Value-Based Selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser. Though Value-Based Selling, you increase the likelihood of a transaction as well as the price the purchaser is willing to pay. Always sell based on the value your offer provides, not the cost. Show a customer what the product can do for them vs talking about the product.
Report Frankie's answer
To add to Frankie Baez's comments on value-based selling. "Value-Based” Marketing occurs when you become uniquely aware of what motivates specific personnel internal to a customer company, a buyer or a prospective teaming partner to make favorable decisions regarding your product or services.
Value-based marketing does not relate to client perception of your product or service value; rather, it relates to your understanding of the client and using that knowledge to motivate that client to buy. It includes answering the following 5 strategic questions:
Who is your client? (personal traits and proclivities)
Where is your client located in the organization and what role and authority does he or she hold?
What are the driving factors that will motivate the client to make a buying decision in your favor?
How to best lead the individual client to the conclusion you wish them to make in buying your product or service?
Why is your product or service the best to further the client's personal value system and motives?
Combine the details of your product or service with some transition suggestions regarding how a client can make the leap from where they are now to where you can take them without totally disrupting how they operate at time now.
Understand that to sell the services and the product you are offering you must provide a bridge for those who do not have your vision of the end game.
It is a simple fact of life that your sales techniques must provide practical suggestions in getting your client off a blank sheet of paper as to how your concept could be brought internally to their organization. That can only occur if you are sharp enough and aware enough of their existing processes and systems, status, plans, budgets and funding to offer them a path to follow. This type of market research is a tough order but you will not sell effectively without it.
Sometimes clients will not disclose personal values and organization value systems until you are engaged with them and at that time you must be sympathetic to transition issues, think on your feet and evolve a way to get to your sales objective; not just insist that they change dramatically to accommodate your concept.
Ask the client questions about what you know or have found their needs to be. Then take them to where your presentation has solutions for them; engage them on a solutions frequency and make your concept of the future theirs. A key will be your ability to make the client want to own your product or service in their environment and your assistance to make them as individuals look good for acquiring what you sell to increase their visibility and productivity in the organization.
Consider the values of the client your are engaging and threaten or further his or her value system. To do so, find out what they value first. It may not be what you value - or what you believe they should value; but you are stuck with those values and the value system backing them up. In many cases they are political, self-serving and disappointing but you cannot ignore them. You must manage them. You must threaten or further those value systems to get your customer to act. Furthering client values is a positive view of the future, enhancing what the client already has. Threatening client values is making the client feel he or she cannot undertake the future effectively without buying from you.
Report Kenneth's answer
I use top down selling. Start with a larger proposal to try and show the customer all you can offer them. If you receive a rejection you can then find out what their main focus is and go down from their. You start with maximizing your opportunity for a larger sale and are more inclined to receive a Yes when proposing a smaller sales if forced to drop down to that because they see you as doing a favor for them and offering a more precise package catered to their needs.
Report Luke C's answer
For just the sales pitch, it is best to restate the problem you are solving for and why your solution is the best fit. I find that using their own comments that were discovered early in the qualifying process and the ROI is a win-win for closing the deal.
Report Matt's answer
Basic steps go a long way. -Firm handshake -Eye contact -Never stick your hands in your pocket -Always control the conversation(ask plenty of questions) -Never be afraid to ask for the sell.
Report Johnse's answer
There is a lot that goes into before pitching. It all starts with the relationship you have with your customer. In order for a customer to buy from you, they need to like you. I recommend looking up Jeb Blount.
Report Will's answer
Know your audience, understand what the underlying need is for your product or service, and how it solves the customers problem in the short or long term. In terms of format, if you have no existing relationship with the customer you need to keep it brief relative to content, specific to your goal, and the "story board" you create should have a beginning, middle and end to it.
Think of your pitch (presentation) in the context of a story that evokes emotion, resonates with the audience (customer), and ends with your product/service solving the problem or enhancing the current situation. Establish domain expertise early, remain humble as its not about you, and focus on their business utility your product delivers to them rather than all the features your product/service may have. Those will be used later to validate and solidify the closing technique which is not necessarily synonymous with a sales pitch.
Once you have your story properly architected, you can begin framing it up in a presentation deck either in Google Slides or MS Office Powerpoint. If there are industry specific nuances or formats feel free to alter the design layout but as a general rule, there is a familiarity with the software packages referenced above. Given the current COVID-19 realities, you should ensure you have a high quality video conference platform established, I recommend Blue Jeans as a preferred provider.
In the initial pitch, it would be inconsistent to quote an actual price though ranges would be expected and acceptable with final pricing being determined by term length, volume commitments and product feature sets (entry/premium versions). Rehearse your delivery of the material and try to keep it to 15-20 minutes which will allow for another 15-20 minutes for Q&A which should flow naturally from the interactions and not at the end. Recap, revisit outstanding open items, scheduled the next meeting right there before ending the initial meeting (one week out is customary, end of the week acceptable if time sensitive are traditional time frames), and sincerely thank them for their time.
Report Eric's answer
Being a trusted advisor and delivering product/service information in a conversational tone is challenging. There are a few foundational techniques that will differentiate you/your company from the competing priorities of your customer.
• Know your product and your industry • Know your customer’s product and their industry - How they make money, who are the players, know public information
• The engagement: 1. Use your research to ask insightful questions to prove you are vested in their business. (Start professional, earn the right to better understand the personal (values)) 2. Don’t forget, everyone wants to be a "hero". How can you position your products/services to help your contact be a "hero" to their manager/company 3. Your approach must be authentic and that only comes from tight execution in preparing for your meeting (customer and contact(s) research)
• Basics Matter (the meeting): 1. Confirm the meeting logistics and agenda topics 24 hours in advance 2. Come with a printed agenda (in today’s world (Covid), a remote meeting should include high quality video, digital agenda and customized deck (your words matter more than your material and your words are always less in volume than your customer - keep them engaged by having them talk throughout your presentation ) 3. During the meeting conduct micro summaries of the information you are learning - Can you do this while weaving it into a story that paints an emotional picture of a favorable business outcome along with a "hero" outcome for your contact. 4. Conclude the meeting with an overall summary and ensure you have your next engagement booked on the calendar. 5. Provide an email summary (same day) regarding next steps.
Report Chris's answer
Prior to meeting with the customer, do preliminary research on what they do and what others in their industry do. Get a really good understanding of best in class practices/products that are used by their competitors and ensure you can comfortably discuss trends you see in their vertical.
During your first meeting, do a lot of listening so that you have a clear understanding of their goals and what's standing in the way of them getting there. People love to talk about themselves/their business...you can get very good information if you just listen.
Don't pitch products or services to them just for the sake of it. Make sure you align your pitch around about something they said they needed (indirectly or directly) or something that will help them close gaps in their business. Be prepared to talk to them about ROI and what they can expect to see as a result of buying your product/service. Talk to them/show them real-life examples of the success this product/service has brought other companies in their vertical.
Finally, in this new business unusual, introduce concepts that will help them future proof their business. Demonstrate how your products could prevent them from effects of economic downturns, pandemics or general disruptions in the market.