1.
HOW TO PREPARE FOR
YOUR SALES PITCH
KEY TIPS AND TRICKS
with Steve Benson

2.
“The battle is won or lost before the warrior steps
into the arena”
-Ancient Greek warrior
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3.
If you PREPARE for your sales
pitch, you WILL
Map Your Pitch To Your Prospect’s
Needs
Increase Your Credibility
Find Out Your Prospect’s Pain Points
Understand Your Target Audience
Better
Be Ready To Overcome Objections
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4.
CLOSE THE DEAL
Therefore, your PREPARATION determines whether you
or you LOSE it
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5.
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
SALES PITCH
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6.
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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7.
What are the steps you need to
follow to prepare for a
successful sales pitch?
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8.
The information you
will gather will allow
you to CUSTOMIZE
your pitch.
1. DO
RESEARCH
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9.
1.4
Gather
info about
them
1.3
Determ
ine
the
Context
1.1 Roles of
your
Prospects
1.2Identify
theirpain
points
1.5UnderstandtheCompany
What info do you need?
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10.
Sales
Manager?
Assistant?
IT
Professional?
Marketer?
Account
Manager?
Is he the Manager?
Whom does he report to?
1.1 Determine the
roles of your
prospects
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11.
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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12.
Watch the video in the next slide
to find out the secret to handling
sales objections!
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13.
1.2 Identify their pain points
Sales
Manager?
Low closing rates?
Too much driving time?
Poor team efficiency?
Sales reps not motivated?
Each prospect has different pain
points.
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14.
From Problem to Solution
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15.
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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16.
Your best friends to
find relevant data
about them
Look for common
interests with your
prospects
And use that to
BUILD A
RELATIONSHIP!
1.4 Gather info
about your
prospects
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17.
1.5 Understand the
company
Learn about the company and its industry
WEBSITE GOOGLE NEWSARTICLES
RESEARCH
What’s the general opinion about the company?
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18.
Understanding the main business drivers will help you
better map your solution to their problems.
What are the
major projects
they working on?
Can you map your
solution to any
one of those?
Can your solution
indirectly/directly
help them?
Use this info to craft an effective pitch!
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19.
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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20.
2. DO A
PRE-CALL Ask your prospect to do
a 5 min pre-call before
the actual sales pitch
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21.
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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22.
Some questions to ask during your precall to make
your pitch super customized and powerful:
“Hey, I wanted to call and check
if everything was straightforward
and we’re all set up for
tomorrow's demo if that's okay
with you?”
“Hey, we're meeting at X
location and at x meeting
room and for X amount of
time, right?”
“Hey, just so as to make sure
that I'm focusing what's most
important to you, Mr.
customer, what's the main goal
you want to achieve with this
meeting?”
“So today how are you solving this
problem like obviously did you
know you guys have this problem
today what are you doing what
does it cost you to not be doing
this?”
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23.
3. KNOW WHO
WILL ATTEND Knowing who your
audience will be will
allow you to customize
your pitch even more!
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24.
Your sales
champion?
Your
opponent?
The skeptical
CFO?
The
decision-maker?
During the pre-call you will probably find out who your
audience will be.
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25.
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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26.
IN SHORT...
What do you need to prepare
for your sales pitch?
1
Do
research
Gatherdetailsaboutyour
prospectsto
build
a
relationship.
2
Do
a
pre-pitch
Have
a
5
m
in
pre-callto
gatherthe
data
that’s
going
to
m
ake
the
pitch
m
ore
successful.
3
Know
w
ho
w
illattend
Study
youraudience
to
anticipate
objections
and
custom
ize
yourpitch
even
m
ore.
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27.
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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28.
Happy Selling!
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