I hope you had an awesome week!
Last week, I received a question and a request for help on "how to deliver his sales pitch." I realized that I wrote about how to write and create, but I missed the delivery part.
So, we will cover this question in this week's newsletter.
Next week, I will share best practices on sales forecasting and explain why every business, CEO, sales leader, and sales team should learn how to do sales forecasting.
Let’s dive in.
1. First Present to the Right People.
It is crucial to ensure that the decision-makers are present.
If the decision-makers are not present, it is best to reschedule the meeting. There is no point in presenting to individuals who are not authorised to make decisions. Politely inform your clients that you don't want to waste their time and emphasise the importance of having "everyone" who needs to understand your proposal present.
This will ensure that your pitch is heard by the right people and increase the likelihood of a successful outcome.
2. Present at the Right Amount of Time.
This event is important not only to you but also to your prospects and clients. It is a presentation of your proposed recommendation that will positively impact and gain huge benefits for their business.
If they have not allocated enough time, politely decline and suggest rescheduling.
3. Be Clear not Clever.
Use bullet points and keep it concise.
Less is more.
No one reads a 10-page proposal, especially the CEO. If you need to add a lot of details, then make them supporting documents that they can easily refer to.
Here is a template: Proposal Template.pdf
4. No Surprises
Your proposal should not be a surprise, and you should have verbally discussed and validated your approach, the range of your pricing, the required resources, and the time to complete the project during qualifying.
5. Your Sales Pitch is to Enable a Decision
Lastly, remember that the purpose of your proposal is to solve your client’s problem.
Presenting the solution is for your client to have all the information to make a decision.
As a young account manager, one of my biggest mistakes was not setting clear meeting outcomes from the start.
We present. They decide.
At the start of the presentation, You can say something like,
"Thank you for giving us the opportunity to present our proposal. We assume you are counting on us to provide enough information to decide whether our solution makes sense to you. You will say -Let's do it! Or if it does not make sense to us, we will pass.
Is this what you are expecting as well?
Or if you know you are under a competitive bid, you can say.
We appreciate the opportunity to present our proposal. We understand that you have three excellent offers and that selecting the right provider is crucial for your company.
Would it be fair to ask for candid feedback after our presentation regarding whether we fulfilled your expectations or if another provider has a better proposal?
I hope this answers how to execute a winning sales pitch, and I would appreciate hearing from you.
What do you think? How do you deliver your winning sales pitch?
🚀Update on the Sales Maturity Assessment
This week, I focused on completing The Sales Maturity Assessment, and I'm thrilled that we're almost done. We're aiming for a November 15 launch!
Here is how it works.
You have access if you have already confirmed your interest.
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💡Must Read!
Building relationships is the cornerstone of success for sales professionals.
I recommend reading the article “4 surprising ways of earning trust and keeping other’s trust."
It’s written by co-member Recognized Experts Group (REX) Ron Carucci and the founder of REX herself Dorie Clark. Ron Carucci is the bestselling author of eight books, including To Be Honest. Dorie Clark has been named one of the Top 50 business thinkers in the world by Thinkers50. And authors of several books. Her book The Long Game: How to Be a Long-Term Thinker in a Short-Term World is one of my favourites.
True story:
I became friends with a Cisco competitor when I was at Alcatel-Lucent (now Nokia).
When he moved to a Telco that was my client, he supported me, which opened doors for me to win one of the biggest deals of my career: it’s one of the first broadband networks in Asia. It's a nine-figure mega deal. So, never underestimate the power of networking!
Thank you for being here, friends. If you have any questions, insights, or topics you would like us to cover, please reply to this email.
I wish you all a restful weekend, and see you next week!💜