You wouldn’t pick up the phone to call a client without having a little background information on them, so why wouldn’t you take the time to practice your inside sales pitch a little bit first too? The better you know what you’re planning to say the more comfortable you’ll be with infusing your personality into your words.
It is Essential to Practice Your Inside Sales Pitch
When you sound like you’re reading from a script in monotone, it’s not enticing to anyone. Don’t get me wrong…logical branch scripting should be an essential part of your inside sales call strategy; however, people want to deal with people and know that there’s a person with feelings on the other end of the phone line. So, it’s important to follow your script but also not read it word for word. Splash some of your personality into it!
Another reason to rehearse your sales pitch is for improvements. Practicing usually involves some form of review, be it by yourself or someone else. The feedback you receive will give you the opportunity to better your presentation with regards to how it’s structured, what you include, and how it’s delivered. Even if your organization is using scripting, it will be beneficial to your success to take the time to practice your sales pitch. Let’s take a look at five tips for practicing your sales pitch.
1. Rehearse with a Mirror
Once you’ve figured out what you want to include in your pitch, write it out and edit it down as much as you can. Take on an editorial mindset and delete any fluff or content that is unnecessary for an initial pitch. From here, get yourself in front of a mirror.
Reciting your speech to yourself before involving any others will help to boost your confidence and allow you to find areas that need improvement. Try to emulate the body language, intonations, and cadence that you would use during an actual pitch. As the cliché goes, you are your own worst critic. You’ll likely realize a few things you can change about your pitch just by rehearsing to yourself.
2. Record and Review
Taking self-review a step further, consider setting up your phone or camera and recording yourself giving your pitch. Immediately review the recording, and save it to review again later on. It’s good to take a step back, do something else, and then return to the project with a clear mind. When reviewing the recording, start by asking yourself the following questions:
- What is your tone? Are you adding inflection to your voice in the right spots?
- Do your statements flow together smoothly?
- What does your body language say?
3. Practice with Family and Friends
After your self-review, incorporate individuals close to you into your evaluation process. Family and friends can serve as your inside sales pitch guinea pigs to give you an outside perspective. They may have more of an understanding of what you sell then your prospect will, but they can bring up questions you otherwise may not have considered. The comfort of preparing with a friend will allow you to let your personality shine through.
4. Practice with Colleagues
Practice, practice, practice. Next, consult your colleagues and work peers. These individuals will know your industry and be able to give you educated feedback. Many organizations include mock calls for training purposes.
If it’s not a part of your inside sales training program, find a coworker willing to play the role of your prospect and present them with your pitch as you would on an actual call. Request that they fully take on the prospect role and ask relevant questions. By sharing the queries they hear regularly, you’ll become better prepared in your capacity as an inside sales person at your brand.
5. Regularly Review Your Pitch
Now that you know your pitch by heart you may think you’re finished practicing, but you’re not. Remember to regularly review your sales pitch. Every month or so go back to your written pitch and make sure you haven’t accidentally dropped anything important. Reexamining your pitch will also give you the chance to update your offerings or features as needed. You may find that you want to change your format often to keep yourself engaged and not fall into giving a bland recitation every time. If your organization is using scripting, management should be on top of reviewing the script on a regular basis.
Ensuring you have a solid sales pitch will improve your inside sales strategy. While practicing your inside sales pitch will aid in your success as an inside sales professional, you still must take the time to understand your buyer personas and what motivates them to buy. You can have the best pitch in the world, but if you don’t recognize the buyer’s journey, you won’t be able to guide your prospect to the sale.