Craft a Winning Sales Pitch in 15 Minutes or Less

What is a sales pitch?

A sales pitch is a short and sweet presentation to sell a product or service. It’s backed by data.

A good pitch is based on:

• Understanding customer needs (79% of B2B buyers say it’s key)
• Solving problems (63% of B2B buyers say it’s the most important)
• Emotional stimulation (emotional ads are 31% more effective)
• Content aligned to the buying journey (generates 72% more leads)

Earnings : Messages that focus on “gains” are 40% more effective than those that focus on “losses”. So focus on the benefits not the risks.

By combining these with data, sellers can win big. Just be concise, relevant and focused on the prospect.

READ MORE: What is Sales Enablement ?

How to build a Pitch for “oral” exchanges?

The RAPPORT model is a proven technique for structure an effective oral pitch.

Here is a detailed guide for each stage, with accurate data and concrete examples to help you create an impacting pitch.

1. R - Relationship: Establishing a connection in 15-30 seconds

The aim here is to quickly create a personal relationship with your interlocutor. A good first impression can have a big impact on the rest of your conversation.

Example: “Hi Sarah, it's Jean from TechSolutions. I saw that we both attended the WebSummit conference last month. What did you think of the AI presentation?”

Key techniques:

• Do some preliminary research on LinkedIn
• Find a common interest
• Use the lead's first name several times

2. A - Aim (Objective): Define your mission in 10-15 seconds

Clearly and succinctly state the purpose of your call. 70% of decision makers want to quickly understand how you can solve their specific problems.

Example: “My goal today is to show you how we can increase your conversion rate by 35% in 60 days using our optimization platform.”

3. P - Pain (Problem): Identify the problem in 20-30 seconds

This step aims to validate the prospect's problem. Use relevant statistics and ask open-ended questions to encourage discussion.

Example: “A recent study shows that 68% of businesses in your sector lose sales due to ineffective optimization processes. Is that something you also see at home?”

4. P - Proposal: Present your solution in 30-45 seconds

Present your solution in a concise and compelling way. 65% of buyers find a personalized value presentation very influential.

Example: “Our TechOptimize platform offers three unique benefits: 1) A AI that analyzes user behavior in real time, 2) Automated A/B testing, and 3) A customizable dashboard to track your most important KPIs.”

5. O - Outcomes (Results): Explain the benefits in 20-30 seconds

Highlight the concrete results that your solution can bring. Use specific numbers to build credibility.

Example: “On average, our customers see a 35% increase in their conversion rate in the first 60 days. In the long term, this means an average increase in turnover of 22% over the year.”

6. R - Reinsurance (Reinsurance): Building credibility in 30-45 seconds

This step aims to reassure your prospect about the reliability of your solution. 92% of consumers Read testimonials when evaluating a product or service

Example: “We already work with leaders in your industry like X and Y. In addition, we were named 'Optimization Solution of the Year' by TechInnovation magazine in 2023.”

7. T - Tasks: Define next steps in 15-20 seconds

End your pitch by clearly proposing the next actions to take. Offer concrete options without being too pushy.

Example: “For the future, I offer you two options: 1) I can send you a detailed case study of one of our customers in your sector, or 2) We can schedule a 30-minute personalized demo next week. Which option is best for you?”

By mastering this REPORT structure, you significantly increase your chances of creating an impacting and memorable oral pitch. Remember that practice is key: rehearse your pitch several times before each important encounter to perfect it.

How to build a Pitch for “written” exchanges?

The REPORT template is also effective for written communications. Here is a detailed structure for creating a compelling written pitch, with accurate data and concrete examples:

1. Catchy title and subtitle: Capture attention in 5-7 seconds

The aim is to arouse the immediate interest of the reader. A good title can make all the difference.

Key data:

• 80% of readers only read the title (CopyBlogger)
• Headlines with numbers have a 36% higher click rate (BuzzSumo)

Example:Title: “5 Ways to Double Your marketing ROI in 30 days"Subtitle: “Discover the secret strategies used by the top 1% of marketers to maximize their results”

2. Relationship (R): Establishing credibility in 2-3 sentences

Here, the aim is to create a quick connection with the reader by demonstrating your expertise.

Example: “As a marketing consultant with 15 years of experience and over 500 happy customers, I've helped businesses like yours overcome the challenges of modern digital marketing. I understand the frustrations of ineffective campaigns and wasted budgets.”

3. Pain (P): Describe the problem emotionally in 3-4 sentences

This step aims to reach the sensitive points of your audience by describing their challenges.

Data to include:

• 65% of businesses consider generating traffic and leads to be their biggest marketing challenge (HubSpot)
• Businesses lose an average of 550 hours and $32,000 per year due to marketing strategies inefficient (Forrester)

Example: “You may be feeling overwhelmed by the increasing complexity of the digital marketing landscape. Your campaigns aren't generating the results you want, and every dollar spent without a return on investment is a missed opportunity for your business. This constant frustration can be exhausting and demotivating for your entire team.”

4. Proposal (P): Present your solution in 2-3 sentences

Clearly present your offer and how it addresses the issues raised.

Key data:

• 70% of B2B buyers prefer personalized value proposals (Salesforce)

Example: “Our Marketing ROI Accelerator program combines advanced data analytics, multi-channel optimization, and intelligent automation to transform your marketing strategy. We quickly identify high-potential opportunities and optimize every aspect of your campaigns to maximize your return on investment.”

5. Results (O): Explain the concrete benefits in 3-4 key points

Highlight the tangible results that your solution can bring.

Example:“• Average increase in marketing ROI of 127% in the first 30 days

• Reduced customer acquisition costs by 45% thanks to better targeting
• 68% improvement in the lead to customer conversion rate
• Sales growth of 32% over 12 months for our typical customers”

6. Reinsurance (R): Building credibility with concrete evidence

Use testimonials and case studies to support your claims.

Key data:

• 92% of consumers read testimonials when evaluating a product/service

Example:“Here's what our customers are saying: 'Thanks to the Marketing ROI Accelerator program, we increased our online sales by 215% in just 6 months. '- John Doe, CEO of TechSuccess Inc.' The team transformed our marketing approach. Our ROI has tripled and we finally have a coherent and effective strategy. '- Jane Smith, CMO of GrowthPro Ltd.”

7. Tasks (T): Define next steps with a strong call to action

End with a clear and compelling call to action.

Key data:

• 90% of readers who read your title will also read your CTA (Copyblogger)

Example:“Take action now:

1. Book your free 30-minute consultation before [DATE] to take advantage of our special launch offer.
2. Receive your personalized marketing analysis worth $997 for free.
3. Start transforming your marketing ROI in just 30 days.

Click here to book your consultation or call us on [NUMBER] to get started right away.”

By structuring your written pitch using this enriched REPORT template, you create a persuasive document that guides the reader from initial attention to final action. Remember to adapt the tone and style to your specific audience and test different versions to optimize your results.

FAQS

What is the ideal length of a sales pitch?

Around 11.4 minutes according to a study by Gong.io.

What is the most important part of a pitch?

Problem solving, according to 63% of B2B buyers (FinancesOnline).

Should we focus on potential gains or losses?

On earnings. Earnings focused messages are 40% more effective (Corporate Visions).

How can I make my pitch more persuasive?

Establish an emotional connection. This doubles your chances of closing a sale (Harvard Business Review).

What is the most common mistake in a sales pitch?

Not understanding the specific needs of the customer well enough

Conclusion

An effective sales pitch combines a clear structure, a thorough understanding of customer needs, and a compelling presentation of the benefits of your product.

By following these steps and adapting them to your specific audience, you significantly increase your chances of success. Remember that practice and continuous adjustment are key to perfecting your pitch.