Are you being empathetic while making a sales pitch? Remember that selling your products/services is not your ultimate goal. Sales reps should also focus on building long-term relationships with their customers.
A good sales pitch should ideally be a combination of strategy and empathy. Don’t forget that at the end of the day, it is how fast you can build trust.
In this blog, we’ll help you find out why empathy is a must for your sales pitch and give you some tips to craft a good sales pitch from scratch.
Why do you need empathy in sales?
The millennial and Gen-Z customers are well informed. They’re aware that brands perform cold calls or send cold emails to sell their product/service. And the result? They end up rejecting most of these calls or leaving most of these emails unopened.
So what is the way to stand out? How can sales reps get these prospects to hear them out? What if you have developed a state-of-the-art software solution? For your prospects, it is not an exception. The only way to clear out all the clutter and make a good impression, is to solve their problems. That’s when the need for empathy comes into the picture.
A good sales pitch is where the rep acknowledges the prospects’ pain points with empathy and offers them a solution to resolve those challenges. That’s what a winning pitch is.
Empathy in sales is all about placing yourself in the prospects’ shoes to understand their pain points from the core. Once you identify your prospects’ pain points, you can craft solutions to solve these and offer them an effective strategy. That’s an empathy-based sales pitch and it will definitely bring results.
5 Tips to bring more compassion to your sales pitch
Wondering how to craft a good sales pitch loaded with compassion? Here are a few tips:
- Don’t force the prospects, ever!
- Help rather than Sell
- Humor always helps!
- Don’t show off the features, present the solutions
- Deal with objections empathetically
1. Don’t force the prospects, ever!
The first step to creating a winning pitch is to change the reps’ perspective. Let go of the preconceived notions like, need to run a sales campaign and push the prospects with frequent triggers. Remember that forcing the prospects will only reduce your chances of winning a deal.
If your sales pitch sounds like - “You have to purchase this product”, without giving the prospects a reason to believe you, why would they show interest? Instead, try to converse with them, understand their pain points and make them believe that you’re trying to provide them with the right solution to solve their problem.
A good sales pitch tries to start a conversation rather than push the prospects to buy something in the first attempt.
2. Help rather than Sell
Craft a sales pitch, read it, and then ask yourself: Does it sound like helping your prospect or selling it to him/her? If it sounds anywhere close to selling, you are not making an ideal sales pitch.
Lead generation and lead conversion are two major steps in any sales lifecycle. But do you know what connects these two phases? Lead nurturing. To nurture your leads, you have to be more empathetic.
You can ask questions like:
- What are the challenges you’re facing?
- Which solution are you using now?
- Where is the gap?
- What more do you expect from your desired solution?
When you know the answers to these questions, you’ll also know if your product can help the prospects. Accordingly, you can adjust your pitch to sound helpful.
3. Humor always helps!
Nothing can beat the power of a good laugh! Humor can cheer up everyone and your prospects are no exception. So, try making them laugh and join them. Now by humor, we are not encouraging you to crack pointless jokes.
But you can always add fun elements to your sales pitch to provide your prospects with a little dose of humor. This can be a nice gesture and stay with the prospects for a long period of time. In fact, this small laugh can turn out to be a deal-breaker and help you close the deal. You never know!
4. Don’t show off the features, present the solutions
Whether you’re an entrepreneur or a sales professional, it is obvious that you are proud of the product you’re trying to sell. You know that it took you years to build the product. But diving straight away to show the features during a sales call is not the right way of pitching your product/service.
Again, put yourselves in the prospects’ shoes. They don’t have any idea about your product. So, why would they be ready to invest in it? A bunch of rich features isn’t enough to convince the prospects. They look for the answers to the following questions instead:
- How will this product solve their problems?
- How will this product contribute to their goal completion?
- How can they reduce efforts and increase ROI with your product?
- How will your product help them stand out in the competition?
So, during your sales pitch, replace the features with benefits. That’s another way to add empathy in a sales pitch. If you can show the prospects what you can do for them, they will be curious to know more. That’s how you make a difference and stand out.
5. Deal with objections empathetically
Sales reps often fail to deal with objections. What they miss out on is staying empathetic. Now, it is hard to identify the common objection points and how you can deal with them. But if you do your research properly, you can narrow down at least 10-20 objection points for your target prospect.
Now, you can prepare an answer for each of these objections. These answers should be empathetic. Remember that ignoring the objections is not always the solution. What matters is that you’re acknowledging the objections and taking the right steps to deal with them.
Craft a compassionate sales pitch with Salesken
To craft a compassionate sales pitch backed by empathy, you need the right set of information. The more information you have about target prospects, the better are your chances to write a winning pitch.
But the question is how do you find out more about the prospects?
Well, you can use Salesken, a AI-powered platform to leverage:
- Analysis of sales rep-prospect conversations to identify purchase intent
- Real-time sales coaching to the reps to find out areas of improvement.
- Powerful conversational analytics and various actionable insights to keep track of the sales reps’ performance
When your sales team has all these benefits, it becomes a lot easier for them to craft empathetic sales pitches that convert customers easily. If you’re planning to make an empathetic sales pitch to your prospects, don’t forget to get in touch with Salesken today.