Pitch Perfect

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.



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