Mantra for bagging crucial and prestigious projects does not alone depend upon the product and services offered by a particular company, but largely upon the effectiveness of the sales pitch, which has the potential to make or break deals.
However, most SME entrepreneurs fail when it comes to delivering an effective sales pitch, despite their eloquence and persuasiveness, while making a presentation.
Therefore, understanding some of the required skills to make sales pitch un-putdownable and irresistible will help SMEs earn better revenues.
What it takes to bag sales deals Closing a sales deal requires more skills than just wooing the client with products or delivery skills.
Making an effective presentation about the product and service on offer is just a part of the sales pitch.
However, it is equally important to pay attention to customer needs as well as resolve their concerns.
"Before delivering a sales presentation, an SME needs to determine its objectives and set its goals clear before the customer or client.
Knowing customer requirements and their preferences will also help entrepreneurs to customise their sales pitch to suit the purpose of their intended, target client group," said H Ajmera, proprietor of Marble Kingdom, a small-sized marble exporting unit in Chennai.
Rather than focussing on one's company, products, service offerings and achievements, an SME entrepreneur should stress on the benefits that their offers hold for a potential customer and how relevant it is for their business.
"To clinch sales deal, an SME entrepreneur has to connect with the prospective client and make their sales pitch sound beneficial for the customer's business," said A Chinatamani, proprietor of Buddies, a small-sized gift store in Jaipur.
Without being 'pushy' and imposing one's products and services on customers, a smart and calibrated approach on the negotiation table will help SMEs in getting their customers to sign on the dotted line without much hassle.