If you work in sales, you’re familiar with the phone pitch. All sales professionals use it, but mostly as a way to briefly give information and set up a time where you can meet in-person for the real pitch. With many decision-makers now working from home, the sales pitch is less of a first stop in sales, but the beginning, middle and end. With that in mind, here are 5 tips that can help you stay on your sales A-game in this phone first world.
Follow an outline
While many would say to follow a script, this might not be the best approach. It takes some practice to have your pitch sound genuine and casual while reading off a piece of paper.
That’s why we recommend skipping the script and using an outline instead for the main points you want to hit. This way, you won’t be going completely off the cuff but you won’t be reading word for word either.
Prepare for Distractions
You’ll most likely be at your home during
your call, so it’s a good idea to do a dry run of your pitch where you can
address any snags that may come up. The last thing you need while you’re trying
to close a deal is a screaming child or barking dog to deal with.
Keep It Simple
It’s hard to give details and specifications over the phone. Most people need a visual aid when digesting complex information, something that you won’t be able to give them over the phone. Trying to cram a bunch of numbers and specs into your pitch could lead to confusing the potential client and possibly costing you the sale. That’s why it’s best to keep things as simple as possible on the call. Save the details for your follow-up email.
While we usually think of the follow-up email as a simple courtesy, it can also be a great way to summarize your message and give them more details on what you spoke about. Giving a general overview of what you said during the pitch then going into more specifics can help keep you on the same page and really drive your message home.
Utilize Virtual Meeting Software
If you’d really like to skip the phone call altogether, you can always see if the other party would be comfortable with a virtual meeting, using Zoom or Skype. This way, you’ll be able to show off any presentation materials you usually use or product samples. If you need some tips on how to look your best on a video call, check out our blog on the subject.
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