HOW TO MASTER

YOUR NEXT
SALES PITCH
with Steve Benson
Badger Maps
 Every sales person
knows how important
it is to spend time
with their customers
and prospects...

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 but
did you know...

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...that on an average, a sales rep gets to spend only

33% of his total working time

actually talking to prospects?

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 How you use that time will determine
whether you beat your quota or your
quota beats you.

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Here are the steps to deliver the
Perfect Sales Pitch

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 1 2 3 4

Getting yourself in the right

MINDSET

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MINDSET

You’re not
SELLING...

...you’re
COMMUNICATING
VALUE
about a product or
service.
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MINDSET

Imagine you just had the

best vacation of your life
in Hawaii…

...Now imagine you are

telling a friend or
coworker about it

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MINDSET

When you talk about your

trip, the
enthusiasm
in your voice is
noticeable.

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MINDSET

When you sell, the same kind of

passion and attitude should come
through.

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 1 2 3 4

Setting the TONE for the demo

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TONE What You Should Do

Communicate your Be conversational

value with confidence

Listen to your Connect the dots

prospect between the features,
benefits, and value

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TONE

"Be confident when

presenting. Showing
that you strongly back
your product or
service will build your
credibility in the eyes
of your prospect."

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TONE Pre-Presenting: Your Chance to Listen

Before you start your presentation, try to understand:

Why is your Which pain How can you

prospect point are they customize
talking to you hoping to solve your pitch
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 TONE

“We have
“We two two
have ears,ears,
one
one mouth.
mouth.UseUse them
them in
in proportion.”
proportion.”

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 TONE During The Sales Call

✖ Don’t plow through a demo

feature by feature for 20 minutes
straight.

People tend to tune out after a

✖ minute or two of your
presentation...

✖ The more you talk, the less you

learn about your customer.
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TONE Have a Conversation

People don’t buy features…

They buy solutions, trust, and
relationships.
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TONE Connect The Dots Between

Your
FEATURES... … and the
BUSINESS VALUE

...Your
BENEFITS...

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TONE Badger Maps’ Perfect One-Line Pitch

“Our product does routing and organizing for outside sales reps.
This allows you to sell more while saving time and adding more
leads. That means efficiency creates more profit in real business
value.”

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1 2 3 4

Giving the DEMO

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DEMO
The Dinosaur Feature

Have your prospects told you what their pain really is? Show
them the solution to their biggest pain point and focus on what
they are most excited about!

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DEMO

For example, in the movie Jurassic Park they wowed its

visitors by bringing them into the park and showing them a
dinosaur right off the bat. It didn’t start them out in the lab
showing them how they made the eggs!

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DEMO Ideal Time Usage During the Demo

25% PRESENTING

75% SELLING

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DEMO

Identify your prospects’ major pain points

Make them describe the problems they’re hoping to fix

Ask Qualifying “Why did you agree

to this meeting?”
Questions:
“What is the problem that
you would like to
solve?”
DEMO

Demonstrate that you understand

them and their business goals

Create a vision that shows why your product is a great

solution to that pain.
Tell them what are the business benefits the prospect
can get by using your product.
Then show how they achieve that benefit.

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DEMO

Salespeople tend to spend too

much time in the weeds of how
exactly their product's features
are operated...

...and don't spend enough time

on the VALUE that it creates for
an organization.

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DEMO
A Presentation is NOT a Training Session

The point is to demonstrate

the VALUE of the product,
not to show every feature in
detail.

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 1 2 3 4

Finale of your performance

THE CLOSE

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CLOSE

1. 2. 3.
Anticipate Create Agree on
Objections Urgency Next Steps

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CLOSE
Anticipate Objections

1 Bring up possible objections while giving your

presentation

2 Focus on the benefits from using the product

(customers don’t buy products, they buy results)

3 Know what most common objections are and have

answers ready

4 Have tight answers for obvious and standard

objections

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CLOSE Don’t Be Afraid of Saying NO...

If they ask you to do

something that you
“We hear that
are not yet skilled at,
a lot from our
don’t be afraid to say
customers, but
NO... it builds
unfortunately
credibility.
our product
does not have
that feature…”

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 CLOSE ...Or, I DON’T KNOW
“I can have you
speak with an
integration
It is okay to not be an specialist who
expert in everything can describe
about the product or the exactly how we
industry... integrate with
that particular
CRM…”

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CLOSE

1. 2. 3.
Anticipate Create Agree on
Objections Next Steps
Urgency

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CLOSE
Create Urgency

Show them why

NOT taking action
is going to be super
DETRIMENTAL
to their business

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CLOSE
A Great Trick: Use Case Studies

Tell them a story about another

customer who was extremely
successful because they used
your product...

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CLOSE
A Great Trick: Use Case Studies
...or one of a
customer who had Case studies are MEMORABLE
a really bad time
because they didn’t
have your solution
in place.

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CLOSE

So, make it rich and colorful so the

customer can envision themselves

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CLOSE

1. 2. 3.
Anticipate Create Agree on Next
Objections Urgency
Steps

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CLOSE
Set an alarm for 5 minutes before the allotted time is over, and
start talking about what happens next

Tie up all loose ends

Set an alarm for 5 minutes before the

allotted time is over, and start talking about
what happens next.

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CLOSE

Leaving them to “think

about it” and “get back to
you soon” is NOT a solid
next step

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CLOSE

You need
something
CONCRETE

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CLOSE

And Lastly...

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CLOSE

Send a Follow-Up Email

Send it right after the meeting

Thank them for their time and mention the key

takeaways of the demo.

Remind them about the next steps to take

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 In Short...
Get yourself in the right mindset for your sales
1 pitch: You’re not selling, you’re communicating
value.
Set the tone for your presentation. Be
2 confident. Listen to your prospects.

Start your pitch by the best part. Don´t be too

3
instructive. Focus on pitching value.

4 Close by tackling objections, creating urgency

and determining the next steps.
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Want to learn more about successful sales pitches?

Check out the VIDEO

on the next slide to
get even more tips!

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 Happy Selling!
Badger Maps is the Best App for Field Sales Reps
Learn how you can maximize your sales routes & sell more with Badger Maps

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