Pitch Perfect

By Phil Stella | Published: March 1, 2014

My good friend and COSE (Cleveland’s Council of Smaller Enterprises) colleague Diane Helbig helps sales people perfect their pitches. She advises this structure:

  • ‘Short and to the point
  • Begin with a recap of the prospect’s goals and needs (as you heard them)
  • Introduction of the product or service you are presenting
  • Bulleted list of the benefits of that product or service to the prospect (based on the goals and needs you heard)
  • Cost statement
  • Implementation schedule, if appropriate
  • Request for confirmation from the prospect – as how it sounds to them; does it meet their needs as stated.

Sales is all about the prospect – not about you or your product/service.’

‘Lemonade Stand Selling’, Diane Helbig, Sales Gravy Press, 2009.

 

12 Comments

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    • Phil Stella
      Posted May 5, 2014 at 3:33 pm | Permalink

      Thanks for your comments – I appreciate the feedback. Glad the concepts worked for you. Keep being an engaged reader – more good ideas to come.

    • Phil Stella
      Posted May 17, 2014 at 2:38 pm | Permalink

      Thanks … I really appreciate your kind words. Glad the piece worked for you. More good stuff to come.

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    Posted July 13, 2015 at 9:45 am | Permalink

    Awesome article.

  5. JameJHeinandez
    Posted July 13, 2015 at 7:19 pm | Permalink

    Great post. I am dealing with a few of these issues as
    well.

    • Phil Stella
      Posted July 14, 2015 at 9:56 am | Permalink

      I appreciate your positive comments.

  6. Phil Stella
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    Thanks for your nice words … keep being an engaged reader. Phil Stella

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