Elevating Your Sales Pitch: Strategies for Success – Carrie Burggraf & Carson Heady, Salesman on Fire

When it comes to sales, we are always looking for ways to level up and deliver our pitch more effectively. One strategy for doing this is to elevate your sales pitch, a concept that sales expert Carrie Burggraf explains in a recent conversation.

Elevating your sales pitch means going beyond the traditional elevator pitch and developing a comprehensive understanding of your company, your differentiators, and your ideal client. This includes conducting research on your potential client’s LinkedIn profile and website, and identifying five reasons someone should do business with you and five reasons they shouldn’t.

To anticipate objections, it’s important to plan questions, rather than just features and benefits, that will help you understand the client’s frustrations and needs. For example, if you’re an IT company, rather than telling them about your free assessment, ask what the most frustrating thing about their current IT provider is.

But planning your pitch isn’t just about preparing questions; it’s also about setting the tone for the meeting. When you go into the meeting, share your roadmap with the potential client. Let them know that you’ve planned to talk about sales for 20-30 minutes, and that you’ll have questions for them about their business. This gives them control but also sets the roadmap for where the meeting will take them.

Overall, elevating your sales pitch requires intentionality and thorough preparation. By understanding your company, your differentiators, and your ideal client, planning questions, and sharing your roadmap, you’ll be well on your way to delivering a more effective and compelling sales pitch.