A Sales Pitch Revisited10 questions that makes a sale

To whom am I speaking?

Companies don’t buy products, people do.

Understand the role, background, and your connection to the person you are speaking to.

>> Linkedin rules

How did the user find us?

Intent = Higher conversion.

Warm introduction, user contacting you, user highly active on site are signals of intent.

>> This is where your connections and data skills are valuable

What’s the user’s role in the market?

Where does the person work? Does the firm invest money? Does the firm sell services? Does the firm raise capital?

>> Who is your target customer?

Who does the user trust today?

Understand existing products and services used by user today. For what purpose? For how long?

>> Know your competitors

What is the user’s problem?

Problems are always subjective. Let the user tell you about her/his experienced problems.

>> You can’t sell to a user with no problems

How do you solve the problem?

Tailor your presentation about your product to the user’s problem. How can your product solve the problem?

>> Show relevant features only

What’s the value of your solution?

Are you offering time saving, cost saving, or something unique relative an existing behavior.

Does your product offering speak to your user’s wish to be an influencer or a rockstar?

>> Sell greatness…

What is the user’s purchasing cycle?

Is he/she signed up to an annual contract with a competitor? When does it expire? Are they looking to make a decision at a certain date? What is the user’s budget year?

>> B2B is about replacing costs, not creating new expenses

Who makes purchasing decisions?

Are you talking to the person that buys? Who is that person? Can you get introduced?

>> Bottom-up takes time and top-down requires a warm lead

How does the user buy products?

Invoice? Credit card? Report sent to procurement office? RFP?

Make it easy to buy your product for your customer. This is subjective.

>> Payment alignment can make/break a sale

Rasmus GoksorCo-Founder Bison

Listen to your customers