Yesware Blog

Insights for salespeople.

Yesware Product News

Product updates and press announcements.

What’s the most common reaction to a sales pitch today?

To ignore it.

It happens 96% of the time. Only 3 of 65 sales calls end in a connection.

Why?

The common notion of being talked at and pushed into commitments.

(Know when you’re being ignored — so you know what’s working and what’s not.)

Winning the connection & commit means acting like a consultant, not an opponent.

According to CSO Insights, only 1 in 3 sales teams today does consultative selling. The ones that do make their quota at a consistently higher rate.

So why don’t others adopt the same strategy?

Because it requires time. And front-heavy input overshadows the payback down the line.

BONUS: This tool writes emails for you — because you ain’t got no time for that. 

Read on for 9 easy tweaks to make your sales pitch more consultative.

Rule Number 1: A Sales Pitch Is Not A Pitch At All

why a sales pitch isnt a pitch

Here is the secret behind why the word pitch does not apply to a sales pitch:

You aren’t trying to beat the other team.

You’re showing them you’re on the same one.

Pitch mindset: I want to win; I want you to lose. It’s either-or (aka mutually exclusive)

Consultant mindset: If you win, I win. You have a problem and I have the expertise with your peers to solve it. Let’s work together to get there. (aka mutually beneficial)

See these 7 amazing sales presentation examples (and how to steal ‘em)

Rule Number 2: How To Sabotage Your Shot (What Not To Do)

Here is a list of things that can ruin your sales pitch:

Before

Not researching the company and person you’ll be talking to.

Forgetting to confirm your call or in-person meeting (No-shows cost money).

Arriving late to your meeting.

Going over the amount of time you booked.

During

Jumping right into your company.

Lacking empathy and powering through your presentation without considering attendees’ facial expressions.

how to make a sales pitch that isnt boring

Giving a canned pitch that ignores things your prospect already told you.

Using a bunch of buzzwords for effect rather than simple language.

Failing to make eye contact and focusing purely on your content.

Talking too fast.

Not planning a concise close with a compelling call-to-action.

After

Never asking for feedback and tweaking your sales pitch based on what you think works.

Use this superpower to see exactly which parts of your sales pitch resonate. 

Rule Number 3: How To Operate With Success

One wrong move and your sales pitch is game-over.

dont make these sales pitch mistakes

Here’s how to keep your deal alive and set up your conversation for close:

1. Know your audience.

Get your Sherlock Holmes hat. This one requires digging. Here’s what you need to know:

how to write a sales pitch - questions to answer before you start

Who will hear your pitch? What are their responsibilities? What does this team do? What are their needs? What are their current solutions and where do those fall short?

2. Determine how your solution addresses their needs.

What will they gain by working with you? Use your answers to the questions above.

3. Use easy automation to book your meetings so you don’t have.

I have news for you:

You don’t have to be your own assistant.

The beautiful thing we know as automation can live right in your inbox.

4. Organize your pitch into a logical flow.

Your goal is to convert a customer; their deal is to decide whether you’re the right fit.

The best way to win-win here is to connect the dots for them.

Example: Problem-Agitate-Solve

Here are 7 finished product pitches from the likes of Uber and Facebook

5. Cut your no-shows in half with 1 simple confirmation.

Confirm all calls by scheduling a Send Later email to send 1 hour before smaller calls and 24-hours ahead of larger ones.

Get your subject line advice here (from 115,000,000 emails).

6. Keep track of the time.

Nothing is more awkward than running overtime in a high-demand meeting room and your caller doesn’t know.

*Waits for lull in conversation to butt in and end the call.*

The best way to avoid putting your prospect in this position is to set an alarm (on vibrate) for 3 minutes before the call ends.

7. Have a conclusion with a strong call-to-action — don’t sloppy joe it.

Ever read a book or see a movie that had an ending where you’re left really confused?

We like strong endings because they tell us how to feel.

And they’re what we remember most.

The Recency Effect in psychology tells us that the last thing said in a series sticks with us.

Here’s what our sales team uses:

8. Prepare for objections.

Thinking your sales pitch is going to be smooth sailing is like expecting a traffic-free commute.

It ain’t gonna happen.

But you can overcome their objections with ease. Just take a piece of their statement, and agree with it. You can use this agreed-upon viewpoint to adjust their perspective to align with yours.

Here’s how “The Reframe” works (+ 3 other objection obliterators)

9. Send a follow-up and track opens.

Taking 5 seconds to schedule a follow-up does 3 things:

  1. Makes the account feel like they’re a priority ❤

  2. Recaps agreed upon next steps 🆗 ⏭.

  3. Allows you to see what messaging in your pitch resonates most (and what doesn’t) 🔎 > 🙈

Here’s how to see time spent per viewer on each page of your attachment.

Ready to rock? Use this template to save some time:

Subject Line: Recap from today’s meeting

Hey {!Company Name} team,

Thanks for a great meeting today. Attached are the slides we ran through together.

I’m also including a recap of what we discussed below, with plans to move forward by {!Date}.

Objective: {!What they want to accomplish}

Conversation items:

{!Point of convo 1}

{!Point of convo 2}

{!Point of convo 3}

Action items:

{!Action item 1} — {!Owner}

{!Action item 2} — {!Owner}

{!Action item 3} — {!Owner}

Next sync: {!Day of the week}, {!Month} {!Day of Month} to discuss {!Topic}.

Please let me know if I have missed anything. Otherwise, talk soon!

BONUS:  here’s how to save it for easy re-use right in your Gmail or Outlook inbox.

Hungry for more? Here’s a sales proposal template for faster next steps.

Superpowers for your inbox.

Try 28 blissfully free days of Yesware for features like email tracking, insertable email templates, and other time-saving tools.

Actionable ways to work smarter. Delivered weekly.

Join thousands of other subscribers who are already working faster and smarter — right now. As you’re reading this.