Sales Pitch Examples: Get Ready to Dominate 2017 at the Door (Part 3)Matt Cooper
By now, you are well on your way to dominating in 2017 in this 3 part series! You know how to achieve your goals, so you’re in action; you know the salesman dress tips to help you dominate (part 2), so you look your best and have the confidence you need. Now, for the last must-have tool — your sales pitch.
When you knock on the door and someone answers, what are you going to say to engage the person, build credibility and close the sale? Let’s dive into some sales pitch examples that will lead you on the road to success.
Use Dialogue to Dominate at the Door
We all have at least one thing in common — we are human. Just this one similarity gives us the ability to communicate through words with others. This connects us. Through these connections, we develop trust that allows us to believe in someone, which strengthens their credibility. This is when making a recommendation to purchase a product or service is the most valid and well received.
Here are core elements of sales pitch examples that you must-have to be successful:
- Connect with the person at the door (The Opener);
- Develop trust (The Presentation);
- Build credibility (The Presentation, continued);
- Make the recommendation (The Close).
Let’s explore each of these in depth to develop the best sales pitch to dominate 2017!
The Opener – Connect
Building a true connection with someone starts with an introduction-type of dialogue that warms people up to you and what you are saying to them. Being genuinely friendly, nice and authentic, and making it all about the person who answers the door will help you engage quicker.
Starting with the first words that come out of your mouth after a person opens their door, the opening line, the key is to always maintain a smile and if you ask the person at the door a question, ask it as if their response is the most interesting words you could possibly hear, because, at that moment, their words truly are most important.
You will want to avoid certain sales body language signs but here are a few examples of some opening lines that will help you approach people at the door in a receptive way:
- The simple approach: “Good morning. How are you?” (Pause and wait for the answer.)
- The “neighborly” approach: “I was just at your neighbor’s house. I have a few extra minutes before my next appointment, so I wanted to stop by to test your _______ at no charge to you.
- The intriguing inquiry approach: “If I offered you some free groceries every month for a year at no cost to you, would that help your family’s food budget?”
- The unexpected approach: “Hi, I’m Bob with ABC Company. The company sent me here to offer you something special.”
Notice, all of these approaches are all about the potential customer. Each is outwardly focused, not about you and making a sell, but rather, friendly engagement and making a connection with someone by starting a conversation the potential customer at the door wants to join.
Once you have 2 or 3 opening lines mastered, move into the actual opener that plays off what the potential customer says and how he or she responds to your opening line. Because this is relative to each potential customer, your response could change. Here’s an example of a complete opener to help you create yours:
“Good morning. I’m Zeus from ZYX Tree Service. I stopped by because I noticed that one of the limbs on your Oak tree beside and on top of your garage is really long and bushy. Does it prevent you from seeing when you back out of your garage? (Pause, let the potential customer answer.) Well, here are some pruning tips to fix that before it becomes really costly.”
Educate the customer by verbally offering a few pruning tips. This creates you as the tree expert, therefore, building instant credibility and very possibly, trust, while offering something free to the person at the door.
Tips to Master Your Opener
- Take the time to prepare your opener by writing it out.
- Practice, practice and practice some more.
Quick Tip: In SPOTIO, create a customer field with a single choice for “opener 1, 2, 3” and then mark which one was used at the door. Go back later to review which opener yielded the best results.
- Keep track of the results by keeping a log of the responses you receive after you complete your opener for 1 week. If the majority are positive, then you should keep it; if not, then you will know that you need to re-work it.
Quick Tip: SPOTIO can help you keep track of these results by creating custom fields.
- Start out with something that focuses on the customer, not selling your product or service.
The Presentation – Develop Trust and Build Credibility
Once you have made your connection at the door, you need to move into developing trust and building credibility with the potential customer. Storytelling provides a non-invasive approach. This demonstrates that you identify with the person at the door by telling a real-life story about your product or service that solves the potential customer’s pain point(s).
The storytelling tradition. Oral storytelling goes back to ancient times in which a presenter would engage with an audience through words, usually in a physically close setting. As the presenter spoke and the story unfolded, he or she could choose certain words and communicate situations that would resonate with the audience. This created a personal bond between the presenter and the audience.
This is much like door to door selling:
- You are the presenter (aka storyteller).
- You are physically close to the potential customer because you are standing at their door.
- Once someone is at their door, they become your audience.
At this point, you have the power to choose exactly what words you are going to say to tell a real-life story about your service or product that solves one or more of the potential customer’s problems.
You provide a viable solution that helps someone. This develops instant trust. And, keeping your story true and real, telling about something the potential customer can relate to, builds your credibility because you identify with him or her.
Here are some sales pitch examples of the storytelling technique used at the door:
“I was over at your neighbor’s house the other day. I was talking with Joe about how going solar would save him money on his energy bill. He agreed. He told me that his cousin had ABC Solar’s panels installed on his home a year ago and ended up saving $2400! He used the extra money to treat his family to a summer vacation. This made me so proud to represent ABC Solar – to help people save money.”
Notice how this story didn’t sell the person at the door at all. Instead, it developed trust and built credibility by using the “TOE” method:
- Telling about a real-life situation that could actually happen to the potential customer;
- Offering the salesperson’s product as the solution; and
- Establishing the salesperson as an expert by mentioning the he or she represents ABC Solar.
Tips to Master Your Story
- Tell a real-life success story in which your product or service was the hero in solving the potential customer’s pain point(s).
- Make sure the person at the door is able to resonate with the story you choose to tell.
- While you tell your story, allow your “audience” to interact and respond to them accordingly.
The Close Sales Pitch Examples – Make the Recommendation
You’ve done your due diligence of connecting, establishing trust and building credibility at the door. (You’re practically family now! HA!) So, take a moment and ask for the sale by recommending your product or service. This is also when you will state the price for product or service because the person at the door will be the most receptive at this point.
Make sure to transition from your presentation/story into your recommendation. This should be a natural and smooth process, especially if you have told your story to set yourself up for a successful close. Close from the potential customer’s perspective to keep the dialogue customer focused. Remember, this is all about the person at the door.
Some good sales pitch examples to start with would be:
- “Companies rely on us to…”
- “People count on us to …”
Both of these demonstrate that others trust the company you are representing to fulfill a certain need and/or solve a specific problem(s). Add your recommendation and you’ve got yourself a powerful close.
Here are some sales pitch examples:
“People have relied on us for 20 years to protect them, their family, their home and their possessions. Based on your home’s size, I recommend the ‘Silver Plan’ as a starting point for you. Today, it’s only $29.95/month for the next 12 months. If you order today, I’ll throw in an additional alarm control box valued at $150 at no cost to you just to say ‘thank you for choosing Armadillo Safety to protect what matters most to you.’ What day and time this week works best for you for the install?”
This close remains customer-focused by recommending the solution that works best for the person at the door. It offers the solution, states the cost and even offers a free gift before asking for the sale, which convinces the person at the door to respond with “yes.”
Tips to Master Your Close
- Ask for the sale by recommending your product or service, and then be quiet. Allow the person at the door to respond.
- Continue to offer value to the customer all the way to the end of the close.
- Ending the close with a question essentially “puts the ball back in the potential customer’s court,” prompting them to make a decision and respond back to you.
In the comment section below, tell us your favorite sales pitch example – the opener, story or close – and why.
We hope you enjoyed our “3 Must-Have Sales Tools to Dominate 2017” blog series and found some useful information to help make 2017 your most successful year yet! The SPOTIO team looks forward to your continued visits to our blog and be sure to help us by sharing our valuable information on social media!
A Handful of Sales Pitch Examples
Below are some sales pitch examples to consider when writing your sales pitch to dominate 2017:
- Focus the sales pitch on the customer and solve their problem at the door with your product or service.
- Be clear and concise by telling the potential customer who you are and exactly what you are asking for.
- Know the precise moment to ask for the sale and state the pricing.
- Communicate the uniqueness of your product or service.
- Sell for the right reason: to help the customer solve a problem(s).
- When you ask a question, pause and allow the person at the door to answer.
- There’s no reason to be overly aggressive or pushy. This makes you seem desperate.
- Be authentic and genuine at the door.
- Use “cost” or “price,” not “fee” when quoting the price. Fees usually mean a recurring payment.
- Ask for the sale.
- Know all the pain points your product or service solves.
- Describe the must-knows for the customer: description of product/service; benefits to them; and price.
The number one rule of thumb with these sales pitch examples: Keep the conversation at the door customer focused, not “you” focused.