guide line for sales pich

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Introduction

All businesses have to establish an

identity for themselves in order to beset apart from competing companies.

That means that they have to create adistinctive and catchy company name

and logo, among other things. After thecompany's general goals and identity

have been developed, then the companymust research the market, decide on its

core products, and analyze thecompetition.

Do you think that businesses adequatelycater for gender?

Are advertising campaignsdiscriminating against males or females?

Is there unreasonable exploitation of males or females in advertisements?

Photo: Jon Sullivan, PDphoto.org

Task

Entrepreneurship is a well-publicised theme in your school. Many learners have developed

successful small companies individually or in groups in the past. Because of this your schoolhas been approached by the "a large corporation" based in South Africa for assistance with

gender-based market research. They would like you to adapt "one of their existing products"so that it is more attractive to "men / women". Click here to read this note on adaptation now.

Consider the following questions:

• What do male / female consumers want these days?

• Are they satisfied with the way that products are gender-based?

• What kinds of sales or promotional efforts work and don't work for men / women?

Process

Your deliverables are:

1. Select one product typically aimed at male / female markets and conduct market

researchamongst males / females to find out what would make the product moreattractive to the opposite gender for which it was originally intended. For example, if

motor bike marketing campaigns are aimed at men, what can be done to the productand marketing campaign to attract women buyers? Choose your own example of a

product.

2. Design / adapt the logo for that product to suit the new market audience.

3. Adapt the name of the product, if necessary.

4. Adapt one advertisement of the product to suit the new target audience.

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5. Write a press release announcing the product.

6. In conclusion, produce a slide show presentation in which you

1. identify the product with which you have been working, and explain why youhave chosen this product

2. use graphs to show the results of the market research for a new target audience3. display the new logo, with an explanation of the adaptation that you have made

4. display the new name, with an explanation of the adaptation that you havemade

5. display the press release

6. display the adapted advertisement, with an explanation of the adaptation that

you have made.

For this assignment, you will work in teams of four and you will divide your task into roles asfollows (click on each role for more information):

1. Market researcher

2. Product manager

3. Graphic artist

4. Advertising agent

Resources (websites online)

Persuasive presentation template

Assessment

Conclusion

Advertising teaches us a lot about understanding people and being sensitive to stereotypesand gender issues. During this activity you would have had the opportunity to have fun and be

creative while, at the same time, you will have gained new insights into the world of marketing.

mprove your sales pitch presentation skills with our sales pitchtraining courses!

Having trouble creating interest? Getting past the gatekeeper? Areyou losing deals or struggling to keep the attention of youraudience? Are your sales pitches hard for you to develop? Can yourdelivery style use some help?

There are many factors that go into making sure that your salespitch works well.

Arguably, a great sales presentation requires a confident, professional sales person with completeknowledge of what they are selling, and that has the ability to connect with the prospect, show his

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product’s value, and overcome any objections.

A great sales pitch, however, is what gets you past the gatekeepers and gets your prospect’s attentionto make the presentation and ask for the sale.

Sales Pitch Training

Whether written, oral, delivered in person, mailed, emailed, or given over the phone, a good salespitch puts you in a position to make the sale. A bad sales pitch – or one improperly delivered – resultsin frustration. And the difference between the two is not that great.

The Sales Training Center offers a number of programs to help you create and deliver an effectivesales pitch. These sales pitch training courses teach:

• Writing sales pitches

• Sales pitch techniques (with sample sales pitches)

• Sales pitch tips (with sales pitch examples)

• In-person and telephone sales pitches

• Cold calling sales pitches

• Telemarketing sales pitches

• Sales pitch scripts

• Sales pitch letters

Find Sales Pitch Training

To find sales pitch training courses and programs, click on either the recommended course(s) below,

or select “Sales Training: Prospecting” from the “Professional Development” section of the search box

below.

The Perfect Sales Pitch

Whether you’re making a pitch to try to win a new project, to make a sale to a

potential customer, or for investment, there are some tried and trusted tips to help

you pull off the perfect pitch.



1. Have an Outline

You may know everything there is to know about your product or business but this

information has to be organised when making a pitch. Therefore an outline of your

pitch is vital. Always follow the following tried and trusted approach:

· Tell your audience what you are going to tell them

· Tell them

· Tell them what you told them

2. Dress to impress

This almost goes without saying but many people still dress far too casually when

making a pitch. The first thing that your audience will notice are your clothes – withfirst impressions so important make sure your clothes are portraying the right

image.

3. Be enthusiastic

Enthusiasm can be infectious – show that you have a passion about your product or

business.

4. Create a ‘hook’

As Mill Valley speaking coach Dan Sapp says – “Hook your audience. A memorable

slogan, concept, or pledge gives your audience a reason to listen to the rest of your

talk.”

5. Don’t read from your slides

This is a common mistake. Many people put far too much information on slides andnervousness results in them simply reading them out. Keep the words on your

slides to an absolute minimum to prevent this temptation. It’ll also give the

audience more of an incentive to listen.

6. Don’t talk too fast



When people get nervous they usually talk too fast. Remember that during a pitch

the audience is hearing it for the first time. Speak too fast and they’ll be left

behind.

7. Remember to take pauses

Silent pauses are seen as something to avoid at all costs. However, during a pitch

they are essential to allow the audience time to think about exactly what you’ve

just said.

8. Watch your body language

Remember the advice from speaking coach Dan Sapp – “Keep your weight balancedon both feet; it conveys strength for both men and women. Think of the metaphor

of people who have both feet on the ground.”

9. Make eye contact

Experienced speakers always speak about the need to make eye contact with your

audience. This doesn’t mean staring at the same person throughout the pitch but

try to make eye contact with a different person for each part of your pitch. It’ll help

to convey yourself as being confident, trustworthy and honest.

10. Be honest

You see it all the time with people trying to bend the truth and bluff their way

through questions put to them after a pitch. If you don’t know an answer be honest

and say that you don’t. Similarly, don’t paint a rosy picture if there are in fact many

obstacles in the way. As long as you believe in your product or business and you’re

capable the audience will see through these problems.

How to Master the Art of Selling

Selling is an area of business that many people dislike, whether it’s telemarketing

or face-to-face selling. It takes quite a bit of skill to become an effective salesman



but through developing a particular mindset and following some important advice

you can begin to master it.

Confidence

One of the most important attributes to have when selling is confidence – you must

sound and appear confident. Remember that many of the most confident people

aren’t inwardly confident, yet they can show confidence on the outside. Show this

outward confidence and it’s amazing how potential customers will listen to what you

have to say.

Know your Business

There’s nothing worse than a salesman who doesn’t fully understand what he’s

selling. As Krik Tatnall, an account executive at SciFi.com, says about his business:

“Knowledge matters more than you can imagine. When you see someone who

doesn't really know his business trying to fake it, you get that message very

quickly.”

Make sure that you know your product, business and industry inside out. Also, don’t

neglect your competitors – customers are likely to ask why they should purchaseyour product or service over those of your competitors.

Appearance

Research suggests that you have less than 30 seconds to interact with someone

before they form an opinion of you. Over the phone you have even less time, 10 to

15 seconds, before someone forms a lasting impression of you.

For face-to-face selling having a professional appearance is vital. It’s best to be

over-dressed than to be dressed too casually – the last thing you want is to end up

standing next to one of your competitors, with them wearing a suit and you

wearing a casual shirt.



For selling over the phone the first 15 seconds are vital so make sure you know

what you intend to say. Getting words mixed up or sounding hesitant will result in a

bad first impression, something that is very hard to change.

Planning

Before cold-calling a prospect it may be beneficial to first send a mailing and follow

this up with a call. However, there are some common misconceptions when it

comes to doing this, particularly regarding its effectiveness, so when following up

with a call take into account the following advice:

1. Most of the time people don’t read sales letters.

Therefore don’t expect people to know the details of your product or company,let alone your company name.

2. Don’t start with, “I sent you a letter. Did you get it?”

There’s a huge misconception that sending a sales letter beforehand makes

starting a conversation easier. It doesn’t. You’ll almost always get one of the

following replies, “What letter? What was it about? What are you selling?”

3. Sales letters make you talk about yourself.

Effective cold-calling works through the caller focusing on benefits and how theycan solve a problem for the customer. Through referring to a sales letter you’ll

end up talking about yourself and your company – that’s of no interest to the

prospect.

Numbers, Numbers, Numbers

Rejection will happen, but don’t take it personally. Too many people focus on this

rejection, let it affect them, and often end up making contact with fewer prospects

than they otherwise would. This is something to avoid. You will receive set backs

but the more people you call the more leads or sales you’ll make. It’s a numbers

game – hit the high numbers and success will almost always follow.

Build a Sales Funnel



Don’t think that you have to make a sale the first time that you speak to a

prospect. Many telemarketers know this and rarely attempt to generate sales, but

instead focus on leads. A lead may be anything from obtaining permission to email

over some more information to organising a meeting in person.

Identify your sales channel and work on moving prospects along it towards the goal

of a final sale, rather than trying to obtain a sale at the first step.

Know How Far You'll Negotiate

Never call a prospect or attend a sales meeting without knowing how far you’ll

negotiate. You should know your starting point, the point at which you won’t drop

below, and a mid-way point which you’ll aim for.

When negotiating never interrupt your customer – let them finish and then respond

to their proposition. If it’s unacceptable don’t reject it out of hand. Instead try

negotiating the offer.

Far too many salesmen focus on the price as a means to negotiate. If it’s your

business the chances are that you can add in extra services or support as an

alternative to lowering the price.

The Sales Mindset

Finally, seasoned sellers talk of adopting a ‘sales mindset’ – this is something that

you should look to do. Don’t approach selling with dread, as an area where

rejections are commonplace. Selling should be a challenge. You should enjoy

closing deals, making sales, and each rejection should be looked on as a result –

you’re one step closer to meeting your next customer.

How to create a winning sales pitch? Using a simple method to create an effective sales pitch can oftenlead to a focused sales strategy. The simple steps below walk you through the key ingredients oncreating a winning sales pitch. There are many examples of sales pitches but having one you created isoften the best and only way to go.

Step 1 - Get Their Attention



This is the first step in any sales process. As much as 80% of sales success is a direct result of a goodopening statement or headline. This is your first impression. It’s critical. And it should be crafted with theutmost care. Whether you are face-to-face with a prospect, communicating through direct mail, on theradio, or even in the yellow pages, what you say here determines whether your prospect is going to listeneagerly or shut the door in your face. A key benefit helps. "We’ve just received our largest shipment of pillows ever. Check them out before you leave!"

Step 2 - Identify The ProblemListen closely and you will hear what your customer needs. Too many people skip this step altogether intheir eagerness to close the deal. But you can’t possibly offer a solution until you have identified andclarified the problem. And you cannot move ahead in the sales process until and unless the prospect hasagreed that the problem is real and that they are ready to do something about it. Before you offer help,give the prospect the floor. "I just can’t seem to find pillow fabric that matches my carpet color exactly."

Step 3 - Build Interest

The next step is to generate increasing interest from the prospect. This must be done by quicklyestablishing a relationship. People don’t do business with people they don’t trust. Demonstrate that youhave a solution to the problem or need. Show the prospect how they might benefit by allowing you to gointo further detail. "I understand that color matching has been difficult. We may have just the solution youare looking for." You have captured their interest. Now they want you to elaborate.

Step 4 - Give A TestimonyIn this stage, you introduce some more benefits for the prospect by showing how others like them havereceived benefits from your product or service. "An interior designer came in with the same problem justlast week. We custom-made their pillows, affordably, in our back room."

Step 5 - Validate Their Objections

At this point the prospect’s interest has been established and you have given some proof that you mayindeed be able to solve their problem or need. But you must still validate their underlying concerns aboutyou and your company. Will you deliver what you promise and stand behind your product or service? Thisis where you discover their fears and concerns (objections) and answer them. Demonstrate your recognition that their feelings are real and valid. Show that you are willing to earn their trust. They need toknow that you and your company value them and won’t leave them stranded if they have a problem."Here are some photos of several custom pillows we have done. All within budget, and within areasonable amount of time. We’ve been doing this kind of high quality work for over thirty years now."

Step 6 - Create Desire

In this step, help the prospect come to a decision about your offer. Revisit their desire for the product or service and help them reach a favorable conclusion. Show them options and how to place the order. "Tocreate the perfect match, we’ll dye the fabric to match your carpet. If you have a carpet sample, we canmake the match now."

Step 7 - Move Them To Action

This step is simple yet often overlooked. It is the single greatest reason for lost sales. You must ask theprospect to take action now. You can’t sit back and hope they will just decide to accept your offer. Youmust be proactive by asking for the order. Give them an incentive to act now. There are many tools tomove people to immediate action. It may be a special price, a free add-on or any number of incentives."All you need to do is sign here and we’ll get started on it right away. And since you are a first-time

customer, I’d like to give you a 15% discount if you buy today."Step 8 - Be Sure To Follow Up

This is one of the most important steps in successful salesmanship. Stay in touch with your prospect or customer. Provide outstanding after-sales service. Demonstrate that your concern for them is just as realafter the sale as it was before. Telephone or send a note that says, "How did the colors match? Are youpleased? Thank you again for your business."

Even if you didn’t make a sale, recognize that situations are constantly changing. The cardinal rule of thestreet says that it takes four calls before the average sale is made. Most people quit at three. So bystaying in touch, you will discover new needs, and be there at the right time and place to close the sale.

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