11 July 2024 | By - Sudha Mariappan

How well do you connect with your customers?

Any business which runs on sales needs to know how important it is to understand your audience, because the sales pitch will only be good if you strike the right note.

Connection with the audience is as important as creating your product. Without both, a business is bound to fail.

Today, buyers often turn up much more informed and powerful than ever before. The major reason for having such extensive knowledge is smartphones.

Nowadays, audiences do quite a lot of research, even before opening a conversation with a salesperson.

Therefore, a need arises where each sales pitch has to be customized according to the prospects’ preferences.

Good salespeople use data and insights to craft messages that resonate with the unique situations and needs of their audiences.

By establishing their pain points and identifying how your product or service may provide a solution, you can build trust and credibility​​ from the outset.

Focus on benefits what will your customers get?

The new sales presentations put emphasis on the positive sides and not the features of what a certain product or service is equipped with.

The perspective has hence changed from being product-centric to being customer-centric, helping potential buyers understand the values that are being presented to them.

Prove how your solution will enhance their business, save them money, or make them more efficient. Capture interest and prove relevance by leading with value and working on the pitch with the priorities of the customer.

Make it clear why they need your solution and how it will positively affect their operations. For that, you need to tell a story that makes your pitch engaging and memorable.

And this is what makes storytelling one of the most powerful sales pitch techniques. Because in doing so, you create your sales pitch with relatability, which is ingrained in your prospects’ brains, thus prompting them to buy your product.

Describing your product or service as part of a customer's journey. For example, Nike's “Just Do It” campaign encouraged millions in a positive way to take charge of their lives. With brilliant storytelling, Nike has impacted people to do better, whether by leaving a toxic job, or starting a new life.

Source: mirroreview.com

Telling stories can really draw out the benefits your solution will have in real-world contexts for potential buyers, helping them envision its impact on their own business.

Basic and most important aspects of support for the story are customer success stories, testimonials, and case studies with concrete results. This approach not only connects with people, but also creates emotional links and trust between you and your customer.

Sales pitch presentation skills: Practice Makes Perfect

Practice makes the pitch polished and confident. The sales pitch requires rehearsal so that one is able to present it smoothly and to answer all of the questions or objections that come across.

Improvement is needed at all steps through feedback and self-evaluation. Try To role-play with your colleagues and make the changes necessary according to their ideas, it will help you realize the flaws in your pitch.

Also, keeping yourself updated about industry trends and new sales techniques will make the pitch up to date and effective.

Now coming to the most important part, it is essential to overcome sales objections when it comes to sales pitches. Not all pitches smooth sail, and prospects might have some objections regarding your sales pitches.

Read also: Things you should know about customer-centric marketing

So what is a sales objection?

Sales objections are the reasons stated by your prospects on why they won’t or can’t buy your product. Which means ultimately it’s in your hands to improve your sales pitch to cater to their needs and wants, so that they will consider buying your product again.

Overcoming Sales Objections: Turn Concerns into Confidence

Active Listening: Active listening is the groundwork for effective objection handling. The more you get to understand the customer, the better they are equipped to handle the objections productively.

Active listening consists of paying attention to the verbal and nonverbal information of a customer, asking questions for clarification, and showing understanding through empathy.

Such an attitude will make it possible not only to understand the point of your customers’ apprehension but also to show care for the perspective of the customer and to search for a win-win solution.

Address Objections Directly: Where there are objections being raised, do not just let them pass unanswered and try to answer the objections.

This will depict you as being sure of what you are selling. Your product will be shown as an honorable product and being truthful in your discussion will build trust. The responses should clearly counter the objections with factual details and evidence regarding your product.

You have worked hard for your product. It only makes sense to bring out the facts when a customer objects to your product.

The facts you produce may be in the form of data, customer testimonials, or further descriptions that the value of your solution. Thus you own the credibility and reduce the customer's hesitance.

Offer Solutions: Do not think of the objections as obstacles, but think of them as areas to tailor a customized solution. When the customer objects, give alternatives that will solve their objection.

This will serve to demonstrate flexibility on your part in providing the answer to the need that should continue to be met. If, for example, the concern is about money or the cost of your product, talk about financing options, discounts, or additional features which add value without adding any price will let your customer consider your product again.

Offering solutions shows that you are proactive and are committed to helping the customer meet their goals.

Hone Your Strategy: Learning can be derived from every sales situation. After handling an objection, think about what worked and what could have worked better.

Reflection after every discussion sharpens your strategies and will improve your ability to handle objections the next time. Staying ahead of the competition means being changeable and continuously learning.

You improve your skills and become more effective in sales by learning from the feedback cycle and the understanding of the sales trend​.

Read also: Top 10 Sales Techniques with Ontogen Digital's Offerings for Your Company

The Winning Combination: Powerful Pitches and Confident Objection Handling

Building Trust: In any sales process, effective communication subtly forms the foundation for trust. Success in any sales relationship is based on trust between the parties involved, and that begins with open and honest interactions.

Just by clearly articulating your value and answering objections with honesty, you brandish yourself to be a trusted and credible partner.

Meaningful communication during a sales cycle on a consistent basis will be the key to strengthen this trust, so that when push comes to shove, the probability of customers choosing your solution and remaining loyal shall be higher.

Creating a Positive Customer Experience: Customer experience does not end with the pitch, but rather spans through a whole cycle of a sales process. You need to make sure that your customer must get an effortless and pleasing experience from the first contact to the final close, which helps to seal the sales and build a long-term relationship.

This element involves giving timely responses, being quick with follow-up, ensuring that the customer always has support, and feels valued at every point. Great experiences do not only improve chances for sales but also enhance satisfaction and loyalty​.

Continuous Improvement: Sales landscape keeps changing, and to stay ahead you need to be prepared to keep innovating. This can be done by constantly updating your own sales techniques and being well-informed of trends in the industry.

Take part in continuous training, seek feedback from both workmates and customers, then adjust your tactics based on what you have learned. Colleagues building a culture of continuous learning and adaptability will in both ways always keep you a step ahead and consistently help you cross the line with your sales goals.

These strategies can assist you in combining the basic inputs to your selling approach in powerful presentations that resonate with your customers and strongly answer objections to bring success to your sales and build solid relationships.

Want a solid sales pitch? We at Ontogen Digital can make your sales flourish with new strategies and innovative sales pitches. So connect with us at info@ontogendigital.com to get started. Also, subscribe to us for more blogs.