3 Key Parts of a Good Sales Pitch

Do you want to increase the impact of your sales pitch? Check if it has the 3 key parts of a good sales pitch.

During a sales pitch, these are the 3 simple questions in the mind of the prospective clients.

Include the answers in your sales pitch to make it more effective.

Explaining the 3 key parts of a sales pitch

1) What is in it for me?

Sales is not about what you are selling, it is about what the customer needs or wants. Often salespeople focus on the features of the product they are selling and ignore to understand what the customer actually needs.

Customers usually buy any product or service either to gain pleasure or to reduce pain. Hence, it is important to understand the customer first. Ask relevant questions and let your customer talk.

Then speak about the benefits of your product that matches with their needs or wants. Don’t sell features of your product. Explain how the product is going to specifically make his life better. It will help draw the attention of the customer quickly.

2) Why buy from you?

Once the customer is excited with the benefits of your product, the next question in his mind is why to buy from you. In case the same product is available with other sellers, it would be a natural interest in the customer’s mind to compare the benefits with other sellers before making a buying decision.

It is not about what you sell but about how you sell. You have to communicate the unique advantage of buying from you vs. buying from your competitors. You don’t have to be better than your competitor in all aspects, you just need to be different and offer some unique benefits to the customer. Refer to 3 Cs Marketing Model to learn more about unique advantages.

3) Why now?

There are instances when the customer is convinced about your product but decides to purchase at a later time. The longer a customer delays the purchase decision the lesser the chances of sale becomes. Customers get distracted and often change their mind.

Now how do you create a sense of urgency or an impulse to purchase? An introductory offer, or a limited time offer, limiting the stock , or a free trial can encourage customers to respond to you within a deadline and make a purchase decision faster. This helps in speeding up the sales process.