The 10 Step Sales Pitch

1. Greeting
 Confident / Energetic / Authoritative
 Don’t sound like a Sales Person

2. Impact / Introductory Statement

 Briefly explain the reason for the call
 Summarize a couple of key features
 Build excitement
 Use Competitors /Colleagues / Associates
 The goal is to quickly and effectively get their attention and pick their interest

3. Urgency
 Must occur at the outset.
 Establish that it needs to be a priority and set it up for a quick decision

4. Pre-Qualifying questions
 Through a mixture of open and closed questions (pre-prepared), establish
that you are speaking to the right person and that the subject matter is
relevant.
 Questioning must be assumptive

5. General Content
 The meat of pitch
 Brand and position Marcus Evans Conference
 Discuss in more detail the key features of the conferences ( particularly those
that equate to the job title and company of the prospect)
 Boldly explain the advantages and benefits for each key feature

6. Probing
 Ask strong open questions (pre-prepared) in order to engage the prospect in
discussion
 Try to discover specific issues / needs
 Take precise notes

7. Specific Contents
 Match the agenda to the specific needs of the prospect discovered in step 6
 Reiterate the obvious value / benefits in the event of the prospects.

8. Trial Close
 Ask for the sale (Example: Great! This sounds like a conference you need to
attend. How many seats will you need? I have a block of three and a block of
five available)
 The point is to make them begin to seriously consider being there

9. Qualify
 Dates / Calendars
 Investments / Budgets
 Authority to sign the contract and approve the funds

10. Arrange the call Back time

 Must be a specific time
 Reiterate urgency
 Never longer than 24 hours, preferably follow the AM/PM, PM/AM rule.