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The Ultimate Guide to Sales Scripts (With Examples)

Published: August 23, 2023

Many salespeople believe they won’t sound good if they read from a sales script . While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask.

Here, we'll take a closer look at what a sales script is, review the sales script creation process, and see some examples of what these guides can look like in practice.

What is a sales script?

The term 'sales script' loosely refers to any combination of predetermined strategies, talking points, questions, and conversational structures sales reps can reference when speaking to prospects.

Sales scripts shouldn't be taken as rigid, repeatable, word-for-word checklists with no room for deviation — it's better to think of them as guides and not formulas. Any successful sales conversation will take some degree of improvisation and finesse.

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Still, having a baseline sales script to help shape the course of a conversation can be extremely valuable when engaging with prospects. Going into a sales conversation blind — without a solid concept of the talking points you'd like to hit or an ideal trajectory of where it should go — can make you look sloppy, unprepared, or uninterested.

Let's take a closer look at how to put one of these scripts together.

How to Write a Sales Script

• Identify a product or service to focus on
• Hone in on your target audience
• Develop your benefits
• Link your benefits to pain points
• Ask questions about those pain points
• Don't talk too much
• Always close for something

1. Identify a product or service to focus on

Start by identifying the product or service you would like to ultimately sell to the prospect. You need a focal point. Bouncing from solution to solution, clumsily saying, "Well actually, this could work for you too," over and over again makes you seem unfocused and impersonal.

Stick to the offering that best suits your prospect's needs — project confidence in a product or service, and show that you understand your potential customer's circumstances.

For example

Recruiting services

2. Hone in on your target audience

Different prospects in different industries holding different positions are bound to have different needs and preferences. Though you can try to create a one-size-fits-all sales script that appeals to several kinds of prospects, you're better off tailoring your questions and points to suit specific buyer personas.

Know who you're selling to. Conduct research that covers the challenges they face in their role, their competitive landscape, the issues their company is dealing with, and other factors that can shape relevant questions and talking points. Remember, sales is a personal practice, so gather as much personal insight as you can when putting your script together.

Hiring managers at mid-size SaaS companies

3. Develop your benefits

Take the solution you selected and then think about the buyer that you are planning on talking to. What can they expect to see by leveraging it?

Selling features is less effective than selling benefits . Your sales script shouldn't cover all the neat bells and whistles that come with your product or service — it should tout the bigger-picture results that it will generate.

Does your solution increase productivity? Does it cut costs? Does it take strain off employees' day-to-day? Try to come up with at least three key benefits, and fold those into your sales script.

For Example

• Shorten the time it takes to place a new hire.
• Reduce internal time spent searching, screening, and interviewing applicants.
• Build top-caliber teams leading to the best business results.

4. Link your benefits to pain points

Why is your prospect talking to you in the first place? Clearly, they have some pressing issues they need to resolve — otherwise, they wouldn't be interested in a solution like yours at all.

You should be able to surmise some of your prospect's key pain points through the research you've conducted and the benefits you've framed in the previous steps.

List out those problems and concerns, and link them to the benefits you've identified. Every perk you can reference stems from a specific pain point your prospect is facing. Have them ready, and incorporate them into your script.

• It takes too long to place a new hire.
• It is difficult to find time for interviewing process because of everyday responsibilities.
• They lack top-caliber employees.

5. Ask questions about those pain points

The ability to ask thoughtful, probing, insightful questions is the mark of a truly exceptional salesperson. Those kinds of lines of questioning demonstrate sincere interest, show that you've done your research, and indicate that you actually believe that your solution is the best possible one to suit your prospect's needs and interests.

Take a close, thorough look at the pain points you've identified when developing your questions. Try to come up with at least one or two thoughtful questions for every challenge you've decided to reference.

If you can do that, you can frame yourself as an interested, consultative, helpful figure who's equipped to help your prospect navigate their unique problems and concerns.

• " How do you feel about the amount of time it currently takes you to fill open positions? "
• " How happy are you with the quality of candidates you are being presented with? Do you feel like you can choose from top-caliber talent? "
• " How important is it for you to decrease the amount of time you spend interviewing? "
• " How do delays with filling positions impact business operations and the bottom line? "
• " Do you feel like you have the internal resources and processes necessary to fill positions quickly and with the right quality talent? "

Using the points you came up with in steps one through five, adapt these scripts to your own product, company, and prospects.

6. Don't talk too much

If you're doing more talking than listening, you're doing it wrong. A script should leave ample time for your prospect to ask questions, share comments, and generally be heard.

Record yourself giving your pitch to a friend or colleague. When you go back and listen, if more than half the pitch is you talking, rethink your approach, edit your script, and include more moments to ask your prospect questions.

• " So, what I'm hearing from you is [repeat what you've heard from your prospect]. Is that right? "
• " What are your goals this quarter? "
• " Is this relevant to your company goals this year? "
• " What's your single biggest pain point right now? "
• " How long have you been thinking about this? "
• " Is there anything I've overlooked? "
• " What's your biggest priority at the moment? "
• " How will this solution make your life easier? "
• " What is your manager hoping to accomplish in the next year? "
• " Have I earned two more minutes of your time? "

Work a few of these questions into your script and entice your prospect to answer. It's an easy way to keep the conversation going and learn more about them.

Want more question inspiration? Check out these probing questions , this ultimate list of sales discovery questions , and this rundown of questions that identify your customer's core needs .

7. Always close for something

Sales pro Jeff Hoffman says a salesperson should have a close in mind for every interaction they initiate. It might be as simple as asking for five minutes more of your prospect's time. Or it might be asking for their business.

Hoffman explains, "Your talk track should always be about your prospect. Don't finish with ' Does that make sense?' or ' Is this something you'd be interested in?' These closing questions feel like a quiz and are more about you than them ."

He continues, "Instead, close with, ' We have clients who love being able to build software anywhere in the world. How many software engineers do you have at your company?'" This question doesn't assume your prospect followed your whole pitch. If you lost them, this type of question can gain their attention back.

But every time you send your prospect a message, make sure you have a call to action for them.

Sales Call Script Sample

So, what do these seven tips look like in action? Let's take a look.

Salesperson: " Hello, [Prospect name]. My name is Michael Halper and I help hiring managers like you reduce the time it takes to interview, hire, and onboard new talent in 50% less time than the industry average. How many new hires do you have planned for the year? "

Prospect: " Well, my department has the budget for seven new hires in 2019. "

Salesperson: " What's your biggest pain point in the hiring process right now? "

Prospect: " I've got a million other things going on, and finding qualified candidates has been a challenge. We need to get these positions filled, but I'm having a hard time making it a priority with everything else on my plate. "

Salesperson: " I hear that a lot. I'd love to set up a 10-minute call to learn more about your goals this year, and share how Recruiters International might be able to help. What about this Thursday? "

Prospect: " Um, sure. I think I've got an 11:00 open. "

I've introduced myself but also gotten straight to the meat of what I can offer to make my prospect's life better. Then, I've asked plenty of questions to get her talking. I ended by closing for another call. Simple, straightforward, and prospect-focused.

Sales Script Templates

Ready to begin creating your own script? Use these templates as a starting point.

1. Outreach Call Script

The outreach call is the deal-starter. It’s your chance to begin on the right foot with a prospect. This sales call script from HubSpot allows you to showcase that you’ve done your research, and you’ll begin warming the lead without coming across as overly pushy. It comes with two options, depending on whether the prospect wants to continue the conversation or presents an objection.

2. Gatekeeper Call Script

Gatekeepers can be anyone, from office administrators to entry-level employees who won’t be using the tool or make the final decision. Use this sales call script to get to the right contact. That way, you don’t waste time warming a lead who’s not even close to the decision makers. The script allows you to stay succinct and professional, and provides different script options depending on the outcome.

3. Discovery Sales Call Script

The discovery call is the crowning glory of a new deal. It’s your chance to uncover your prospect’s needs at length — and to further qualify them. It’s a good time to identify whether they’re a good-fit prospect and therefore worth pursuing.

This script is flexible enough for different industries and personas. You can get as granular about pain points as you’d like — or, if the prospect still seems reluctant, ask high-level questions that lead them slowly toward articulating their needs. Like all scripts, you’ll have different options depending on your prospect’s response.

4. Following Up Call Script

Following up is a must, not only to stay top-of-mind but to ensure you’re doing everything possible to lead prospects toward a pitch meeting. This script is short, sweet, and easy to customize. We also love that it includes instructions to ask why the prospect may not be interested at this time. Every call is an opportunity to further qualify prospects and refine buyer personas.

These are not the only call scripts you should incorporate into your sales process. Download the full kit here for free and get scripts for making 1:1 connections, sharing a product promotion, and more.

Sales Script Examples

1. sales call script templates.

Introduction

" Hello [prospect’s name], this is Michael Halper from Recruiters International. Have I caught you in the middle of anything? "

Value Statement

" Great. The purpose of my call is that we help hiring managers to: "

[Insert your value points here]

(Optional) Disqualify Statement

" I actually don't know if you are a good fit for what we provide so I just had a question or two. "

(pause or ask for agreement or availability) If you have a couple of minutes?

Pre-Qualifying Questions

" If I could ask you quickly: "

[Insert your questions here]

Examples of Common Problems

" Oh, OK. Well, as we talk with other hiring managers, we have noticed they often say: "

[Insert your pain points here]

" Are any of those areas you are concerned about? "

Company and Product Info

" Based on what you have shared, it might productive for us to talk in more detail. "

" As I said, I am with Recruiters International and we provide: "

[Insert some brief details about product, service, and/or company]

" But since I have called you out of the blue, I do not want to take any more of your time to talk right now. "

" You have asked some good questions and there is a little more information that I would like to share. I would also like to learn more about you. Are you available for a 15-20 minute meeting where we can discuss your goals and challenges and share some examples of how we have helped other managers build top-caliber teams? "

2. Sales Script for Working a Gatekeeper

My name is [Your Name]. I'm calling on behalf of [Your Company]. I was hoping to reach [Prospect's Name]. Could I get your name?

(Acknowledge and repeat their name)

It's great to meet you. I was wondering how I could connect with [Prospect's Name] — could you let me know the best way to make that happen?

3. Sales Script for Referencing a Mutual Connection

Hello [Prospect Name],

I was speaking with [Mutual Connection] about leaders in your space, and he mentioned you recently [recent achievement of theirs]. Congratulations!

We actually helped [Mutual Connection] achieve [achievement/result]. I was wondering if we could book some time to go over how we could do the same for you.

Sales scripts aren't specific to sales calls — they can also be leveraged to send effective emails to prospects.

4. Sales Script for Email

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It takes too long to fill open positions

Hello [prospect name],

I am with Recruiters International. Hiring managers often tell us:

• It takes too long to place a new hire
• It is difficult to find time for interviewing process because of everyday responsibilities
• They lack top-caliber employees

Are you available for a 15-20 minute meeting to discuss your goals and challenges and share some examples of how we have helped other managers solve these challenges?

You can book time on my calendar here: [Link to Meetings tool].

Michael Halper

Recruiters International [phone] [email] [website]

Sales scripts can also come in handy when your sales calls go to voicemail.

5. Sales Script for Voicemail

"Hello [prospect name], this is Michael Halper from Recruiters International.

Many hiring managers tell us:

• Placing a new hire demands too much time
• Interviewing gets in the way of regular work
• Despite the investments they make in hiring, it’s still hard to find the best employees

We help to improve all those areas, which is why I am reaching out to you.

I will try you again next week. If you would like to reach me in the meantime, my number is [phone].

Again, this is Michael Halper calling from Recruiters International, [phone].

Thank you, and I look forward to talking with you soon."

25 Free Sales Email Templates

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• First-Touch Emails
• Follow-Up Emails
• Break-Up Emails
• Full Email Sequence

6. Follow-Up Email Script

Following up my voicemail -- Recruiters International

As I mentioned in the voicemail I just left, I am with Recruiters International. Most hiring managers we speak to struggle in three major areas:

• It is difficult to find time for interviewing process because of everyday
• responsibilities

We can help you solve all three challenges.

Are you available for a 15-20 minute meeting next Tuesday or Thursday morning to discuss your goals and challenges and learn how we’ve helped other managers address these?

Recruiters International

7. Breakup Email Script

Is this the case?

I've reached out a few times and we've been unable to connect about how I might be able to help you reduce recruiting time by up to 50%.

Usually, when this happens it means recruiting isn't a priority for you right now. Is that the case here?

If so, I won't take up any more of your time.

8. Breakup Call Script

Salesperson:"Hello [prospect name]. I noticed you rescheduled our demo again today. Usually, when this happens a few times, it means this isn't a priority at the moment, is that the case here?"

Prospect: "Actually, I just forgot I had a dentist appointment today. I'd really like to reschedule for tomorrow if you're free."

Salesperson: "Absolutely. How does 9:00 am sound?"

9. Breakup Voicemail Script

"Hello, [Prospect name]. I've left a few voicemails now and we still haven't connected. Usually, when this happens, it means recruiting just isn't a priority for your company at the moment. If that's the case here, I won't bother you again. If not, I'd love to hear from you. Thanks."

With these examples and templates, creating a sales script should be simple. And remember, you don't have to follow it word for word. Use it as a tool to prepare and practice.

Why use sales scripts?

You might feel trepidation about using sales scripts — we understand. You don’t want to sound like a robot, right? But they’re a necessity. Not only because they considerably speed up the sales process , but because they make your job much easier.

Here are just a few of the benefits you’ll enjoy by adding scripts to either your personal playbook or team playbook :

1. You will know what to say during sales calls.

This one is obvious, but it cannot be overstated. By using sales scripts, you will simply know what to say — and there’s no better feeling during a call where prospects may take you aback with objections, questions, and unexpected pain points. Plus, if you create different scripts for different verticals, you’ll be better prepared to identify a prospect’s needs from the first discovery call .

Remember, the point isn’t to regurgitate the script word-for-word, but to know it well enough that you can leverage it at the right time. Without a doubt, sales call scripts will prepare you for any scenario.

2. You will know when to list product benefits during the call.

A script gives you beats to follow, so you’ll know when exactly to begin pitching your product’s benefits to prospects. It’s essential to wait for the right time, or you’ll put off the prospect by delving into the solution without first becoming acquainted with their pain points.

This is especially important when working with different contacts at an organization. For instance, your script for a gatekeeper may include product-level benefits after you’ve warmed them up, while your script for a decision-maker may include result-level benefits right from the start.

3. You will be better prepared to handle objections.

Sales call scripts prepare you to effectively handle objections . Objection handling is one of the hardest parts of working in sales, but a script will make it much easier, no matter what kind of contact you’re interacting with. You want to be able to dispel qualms respectfully and reasonably. The best way to do that is to use a script that prepares you to stay calm while you persist.

4. New sales reps will learn more quickly and effectively.

An unmissable benefit of sales scripts is being able to onboard new sales reps much more quickly. Instead of having them shadow different reps, all of who will likely have a different style, you can standardize the learning process by providing sales scripts to follow.

New hires will also be able to get on the phone more quickly if they know what to say from the onset, instead of having to guess or come up with their own script.

5. You will speed the sales cycle.

By eliminating trite back and forth, sales scripts allow you to get to the sales pitch as quickly as possible. You can qualify prospects much more quickly when you know what to ask. You can also handle objections earlier in the process than if you had to come up with an answer from scratch every time.

As a result, your sales cycle will considerably shorten, allowing you to find good-fit prospects, close more deals, and reach quota more quickly.

6. You will create a consistent experience across your customer base.

Whether you work exclusively with small businesses, enterprises, or consumers, it’s important to provide as consistent experience as possible across the board. This doesn’t mean using the same script on different prospects — each one will have different pain points, needs, and timelines — but it does mean having a standard starting base for each conversation.

Creating a consistent experience with a sales script will allow you to tackle new calls with confidence and establish a distinctive selling style .

Add Sales Call Scripts to Your Playbook 

Whether you’re a new sales rep or a seasoned veteran, it’s essential to have a collection of effective, proven scripts you can use at every stage of the sales cycle. The above examples and templates will start you off on the right foot, but remember to customize them so that they can help you capture your specific prospect’s attention.

Editor's note: This post was originally published in December 2017 and has been updated for comprehensiveness.

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A sales pitch script is a reusable set of pre-written language and prompts that helps salespeople deliver persuasive sales pitches to late-stage prospects they’re trying to close. It outlines the five parts of a sales pitch: the segue, the problem, the solution, the benefits, and the call-to-action. Most sellers create one script for each solution they sell and personalize it for each specific prospect. They may also create alternative scripts for common scenarios.

• Free Sales Pitch Script Template: Grab our free generic sales pitch script that follows a classic sales call pitch script format. Read more below .
• Standard Sales Pitch Script Format: See the basic structure of successful sales pitch scripts so you can effectively craft your own. Read more below .
• How to Write Your Own Sales Pitch Script: Learn the step-by-step process for creating a powerful sales pitch script. Read more below .
• Situation-Specific Sales Pitch Script Examples: Check out four sales pitch scripts and get a feel for what a finished product should look like. Read more below .

This article is designed to help you write a script that you can fill out and personalize for each specific prospect you’re pitching. For more detail on how to give a pitch, check out our guide on the sales pitch , including the steps to create and deliver a pitch as well as examples.

Free Sales Pitch Script Template

We created a free sales pitch script template that you can use as the foundation of your own sales pitch script. While it’s easy to change the script’s language and customize it to your needs, you can also use it “as is,” because we kept the language generic and filled the script with prompts (blank spaces). The script outlines the five most crucial components of a sales pitch and uses a professional yet conversational tone. To access it, click the script below.

Standard Sales Pitch Script Format

There’s an optimal way to compose a sales pitch script that leads to an effective sales pitch. The standard script includes the following sections: segue into the pitch, problems and consequences, how your solutions solves the problem, the benefits to be gained, and a call-to-action (CTA), which is usually to take some action that initiates the purchasing process. 

Below is the standard sales pitch script format:

State that you believe your product or service is a great fit for the prospect, then position the sales pitch as a review of your previous conversations. This should make your prospect excited to hear your pitch. Keep this section of your script template to around 50 words.

Sales pitch script segue

Based on your previous discussions, name one or two main issues your prospect is suffering from, and go over the negative consequences of not solving them as soon as possible. This will remind the prospect of their needs and the urgency of the situation. Keep this part of the script to about 50-60 words.

Sales pitch script problem

Describe how one specific package or tier of your product or service will solve the prospect’s issues. Name only the most relevant features so as not to overwhelm the prospect so early in the sales process. This section should be no more than 60 words.

Sales pitch script solution

Highlight 2-3 of the most appetizing results your prospect will experience if they buy your solution and solve their issues. When you share the positive results they’ll achieve, you get them excited and ready to accept your call-to-action. The benefits section of your script should be under 50 words.

Sales pitch script benefits

Explain what the next steps would be if the prospect wants to go forward, and then ask them if they’d like to take them with you. Consider mentioning a reason why they should take the step. For instance, a reason to attend a personalized demo is to learn how they can use the solution to solve their issue. Keep this section to 30-40 words.

Sales pitch script CTA

A sales script with the above elements will help you effectively persuade prospects to move further along your sales process. The components established, let’s now go over how to create your own sales pitch script.

7 Steps to Write Your Own Sales Pitch Script

There’s a seven-step process salespeople should follow to efficiently craft a sales pitch script. This includes choosing one product or service, picking a target audience, finding common problems, learning how your solution solves the problems, identifying benefis, writing out each element of your script, and practicing. Keep in mind that your finished script should include many blank spaces (aka prompts) that allow you to personalize the script to each prospect.

1. Select One Specific Product or Service 

Although your pitch script will likely include prompts that allow for quick personalization to any given situation, it’s still best practice to create one pitch script for each of your product lines or service packages. That’s because different products and services might require different language and rhetorical techniques for the pitch to be as effective as possible.

For example, in a script for selling enterprise tier software, the salesperson might feel they have less certainty about any prospect’s readiness to move forward with a sale, because the product is so intricate. Thus, they write the following in their CTA section: “On a scale of 1-10 how ready are you to move forward?” This helps them gauge the situation. But, in their script for a transactional product, they might simply write “Should we get a proposal sent out to you today?”

2. Focus on One Target Audience

After picking one specific product or service, choose one target audience as well. People in different positions and industries respond differently to language. Busy C-suite execs of enterprise companies might just want a fast, barebones explanation of why they should buy, so your pitch script could include less pre-written language and fewer prompts — e.g., just a {Main Problem} prompt instead of two or three.

Over time, you should create multiple sales pitch scripts, one for each customer persona and product/service combination. So a salesperson with three services to sell and three customer personas will create nine scripts. This might sound tedious, but it really isn’t, because you’ll do most of the legwork when crafting the first one. The others are just iterations of it.

3. Find Common Problems Your Customers Face

Because it’s so late in the sale, you’ll know your prospect’s problem inside and out. Therefore, your scripts should use plenty of prompts like {Main Problem} that you fill in with the specifics of that prospect’s issue. That said, it’s still smart to form a list of common problems and consequences, as this can help to jog your memory when personalizing the script during preparation for the call, or even provide inspiration for ways to agitate or expand on an issue.

To come up with common problems and consequences, use these methods:

• Directly Reach Out to Customers: Email or call customers who use the product or service that this script is meant for, and who fit the right customer persona. Ask them to describe the issue that made them reach out to your business for help.
• Send Out a Survey: Use a tool like SurveyMonkey to create and send surveys to customers asking them about the main issues that caused them to reach out. Also, ask questions about your customers’ favorite benefits to get a head start on step five (compiling benefits).
• Consult Your Buyer Persona: Check your buyer persona to see if it lists the common problems these prospects struggle with.

After this phase of research, organize the problems and related consequences into a list in a Google or Word document. Then hyperlink to it at the bottom of your sales pitch doc, or stick it in the same folder as the pitch script. Look the list over whenever you’re personalizing a pitch script for a call.

4. Know How Your Solution Solves the Problems

By reviewing case studies, talking with fellow sales reps, or interviewing happy customers, learn and record how this script’s specific product or service solves each of the most common customer problems that you figured out in step two. And write these out in two simple sentences — no jargon. That way, filling in the “solution” section for an upcoming call with a prospect will be easy. And your explanation of how X solves Y will be convincing and sharp.

5. Compile a List of Your Product's Benefits

Another type of prompt you’ll use in your script is a “benefit” prompt. Of course, while preparing for a call, you’ll replace these prompts with the results that your prospect has expressed the most interest in experiencing. But it helps to have a list of impactful benefits, attached to the specific product or service, to draw from during the personalization process.

There are many ways to find these benefits, including holding interviews with happy customers, referencing your customer profile or marketing materials, and sending out surveys.

Then write out at least eight that your customers experience and keep them in a document you can easily reference when personalizing the script that you’ll write in the next step.

6. Write Out Each Element of Your Script

This is the most intensive step in the sales pitch script creation process. Here you’ll create each of the five sections of your script: segue, problem, solution, benefits, and CTA. Consider using our pitch script template from the beginning of the article as a guide for writing your pitch script. Stay in the ideal range of 220-280 words (2-3 minutes in total), and know that when you personalize it for a prospect the script will be longer because you’re filling in the blanks.

Write out these five sections of your pitch script:

• Segue: Write a smooth transition into the pitch and frame the pitch as a review of what you've both discovered throughout your previous conversations.
• Problem: Recap the problem, the goal it's preventing them from reaching, and the negative consequences of letting the problem remain unsolved.
• Solution: State the product or service you’re pitching and include 1-2 sentences about how it solves the problem. Also, leave space to talk about a sub-issue it can solve.
• Benefits: Segue into the results you’ll achieve for the prospect and leave space to share the benefits that most impress this particular prospect.
• Call-to-Action: Explain the next steps in the sales process and ask them if they’re ready to take them with you.

Keep the pre-written language friendly and professional, and be sure to include a lot of prompts (blank spaces) so that before every meeting you can custom-tailor the script with information you’ve learned about any given prospect. Aim for an 80:20 ratio for pre-written language to prompts. A well-written script that’s amenable to personalization will lead to effective pitches that consistently move prospects from the nurturing stage to the closing one.

7. Practice Customizing & Delivering Your Script

Now that you’ve written an effective sales pitch script, it’s time to start practicing customizing it to prospects and delivering it in a natural way. Practicing both of these skills ensures that you become quick at filling the script in and adept at presenting it during a live call with a prospect.

Here are some exercises you can do to gain mastery over your sales pitch script:

• Practice Personalizing the Script: Pick five past clients or prospects, review your call notes with them, and then use that information to personalize your script five ways.
• Practice Acting Out the Script: Try delivering these five scripts in a room alone, pretending that you’re talking to live prospects.
• Practice With a Colleague: Ask someone to play the prospect, responding to you in accord with what you know about them. Try to go with the flow while staying on script.

After using your script to sell five mock prospects, you should be ready to take it out into the field and use it in your real sales calls. Remember that at times you’ll have to go off script. A prospect might state an objection randomly, or interrupt you to talk more about their problem as you’re trying to get to the solution. In these cases, it’s best to drift from the script and satisfy the prospect’s current needs. The chance to return to the script will naturally arise — don’t force it.

3 Best Situation-Specific Sales Pitch Script Examples

There are probably a few scenarios you regularly face during your sales pitch. For example, one recurring situation might be that you’re pitching a prospect who is considering you and a competitor. It’s therefore a smart move to create a sales pitch script for each of those situations, on top of your more generic one. You can also create a hybrid between your general pitch and your scenario-specific one, as we’ve done in the first example below.

Below are three script examples that we came up with: one for winning against a competitor, one for C-suite executives, and one for selling to current or past customers.

Sales Pitch Script for Winning Against a Competitor

Who Should Use It: Salespeople trying to persuade a prospect that their solution is better for them than a known competitor that the prospect is also considering working with.

Why It Works: This script helps you craft a sales pitch that beats competitors because right away it focuses on your unique selling proposition (your main differentiator), as well as other features or services related to their problem that you offer and your competitor doesn’t.

You: So, over the last month we’ve learned a lot about your business and goals, and I now feel confident saying that we’re the perfect fit to help you achieve them. Now, during our last call, you did say you were still considering {Competitor} . Is that still the case?

Prospect: Says yes. If they say no, use the generic sales pitch script.

You: Understood. Is there anything we can clear up to help you make your decision?

Prospect: Says they’d love to hear why you’re the better choice.

You: Certainly. I’d love to start by telling you why customers typically choose us over {Competitor} , and then go over why, based on our past conversations, I believe you specifically will get better results with us. Does that plan work for you?

Prospect: Agrees.

You: Excellent. For starters, one of the major reasons companies pick us over them is {Your Business’s Unique Selling Proposition} . Second, many customers prefer us because {Another Reason To Choose You — e.g., you offer a customer success manager and they don’t} . Not to mention, {Third Reason} .

As for you specifically, in many of our conversations you expressed that you value {Prospect Want — e.g., collaboration with your provider} , which is something we’re known for. Unlike {Competitor} , we offer {Feature or Service That Provides for the Want — e.g., four hours of consultation time per month} . Meanwhile, {Competitor} only offers {Insufficient Feature or Service} . Does that answer your question?

Prospect: Says yes.

You: Now, I’d love to review {Product Tier or Service Package} and tell you how it will solve {Prospect’s Problem} and what benefits that will give you. How about it?

You: Deliver the next four sales pitch elements (problem, solution, benefits, call-to-action), referring to your generic sales pitch script.

Sales Pitch Script for Selling to C-Suite Executives

Who Should Use It: B2B salespeople pitching their solution to high-level executives who are busy and want a quick and straightforward description of its potential value to their business.

Why It Works: Executives like CEOs or CFOs expect sellers to tell them quickly why they should take an interest in your solution when so much else is going on. This pitch script is short and to-the-point but still names the problem, the relevant features, the benefits, and the CTA.

You: Judging from what {Main Point of Contact} and I have discussed over the past {Timeframe — e.g., few days} , it seems that {Product Tier or Service Package} is the right fit to help {Company Name} stop its {Problem — e.g., high churn rates} . Would you like to hear why I’ve come to this conclusion?

You: Based on our analysis, {Problem — e.g., churn rates} in your specific case is being caused by {Underlying Cause — e.g., limited brand engagement post-purchase} . Our service’s {Feature 1 and Feature 2 — e.g., automated email campaigns and customer usage analytics} allow you to {What Each Feature Allows Them to Do — e.g., share helpful content and track which of your app’s features to market to each specific user} .

Other customers like {Reputable Brand A} who were in a similar situation saw {Quantitative Result — e.g., a 15% drop in churn rate their first year and a 25% drop in year two} . We predict the same, or better, for you.

Prospect: Responds

You: Would you like to {Call-to-Action — e.g., see how it works in a live demo} ?

Sales Pitch Script for Selling to a Current or Past Customer

Who Should Use It: Salespeople pitching current or former customers on a new product or service the rep thinks they’ll find valuable.

Why It Works: Before naming the new solution and its value proposition, the script reviews the past results the company has achieved for this customer, hence reminding them that you’re a credible rep whose new ideas should be considered.

You: Thanks so much for meeting with me today, {Name} . I scheduled this meeting to tell you about an idea I had to make your results with {Company Name} even more profound. So far we’ve already helped you achieve {Previous Goal — e.g., run a half marathon } and solve {Previous Problem — e.g., lower back pain} , and now I think we can help you {Value Proposition — e.g., run that full marathon with zero hip pain in record time} . Would you like to hear how?

You: Our new {Product or Service — e.g., hip band 4,000} is {Short Description of Solution — e.g., the first of its kind to release almost all weight from your hip and direct it to your lower back} , and already we’re seeing customers like you {Result — e.g., breaking PRs completely pain-free} . Because {Reason it's a Good Fit — e.g. the shoes worked so well for you and you have a healthy back} , I estimate that you’re going to {Benefit 1 — e.g., be able to run further distances} and {Benefit 2 — e.g., actually heal hip damage} as well. That said, would you be open to taking some time to {Call-to-Action — e.g., sample the hip band} ?

You might note that the above sales pitch script examples include most of the key elements, but deploy them in unique ways and orders. When you’re crafting your scenario-specific pitch scripts, stick to best practices as best you can, but don’t be afraid to break suggestions in order to make your script more effective for a particular situation.

Top 3 Expert Tips for Drafting a Sales Pitch Script

Below are three tips sourced from sales experts for creating a sales pitch script that routinely produces successful and personalized sales pitches to late-stage prospects. These include keeping an ideal prospect in mind, writing in a professional tone, and using language that’s easy to understand. Take the following advice into account when drafting your sales pitch script.

Nick Mueller

Director of Operations

Keep Your Ideal Prospect in Mind as You Write

“When you're writing your sales pitch script, have a detailed version of your most ideal customer in mind. The more you can understand who exactly your ideal customer is, the easier time you'll have writing a script that will speak directly to them. So reference your ideal customer profile as you write the script with blank spaces, and then personalize it to each specific prospect.”

— Nick Mueller, HawaiianIslands.com

Alex Federo

Write in a Professional & Respectful Tone

“Keep your writing tone professional at all times. No one wants to feel like they're being pressured into making a purchase, so maintain a level of respect throughout the entire script. For example, ‘buying our tool is a no-brainer’ is going to be less effective than ‘I think this is the right option — what do you think?’ ”

— Alex Federo, FTW Concrete Contractors

James Green

Use Straightforward & Simple Language

“Avoid using language that’s too complicated or technical. Millennials, the primary targets of most companies these days, are often turned off by industry jargon. Keeping the writing simple and direct with clear values emphasized will be more attractive to this audience. Also, try to avoid beating around the bush with too much fluff — millennial audiences are increasingly impatient and want information fast.”

— James Green, Cardboard Cutouts

When you focus on your ideal prospect, use a professional tone, and keep the language jargon-free, you’ll create a sales pitch script that, when filled out, makes your prospects want to buy your product or service.

Frequently Asked Questions (FAQ)

What’s the difference between a sales script & sales pitch script.

A sales script is a set of prewritten language and blank prompts that a sales rep uses to guide their first sales call with a prospect. A sales pitch script, on the other hand, is meant for calls with later-stage prospects, where the rep delivers a final pitch in an attempt to progress the deal into the closing phase of the sale. While they’re both scripts, the sales script is often used at the beginning of the lead nurturing phase, and the sales pitch script at the end of it.

Bottom Line: Sales Pitch Script

A sales pitch script is an outline of an ideal sales pitch that can be easily personalized to fit each unique prospect. A great script will enable you to quickly and effectively prepare for a sales call or other lead nurturing stage with a prospect that you want to push into the closing phase, and it will help ensure that you say the right things, ask the right questions, and do it all in the right order.

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5 Sales Pitch Examples (and How to Craft Your Own)

Learn more about the core elements of a good sales pitch and review sales pitch examples that do things right — and wrong.

Elyse Archer

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We’ve all had to put up with pushy salespeople. I used to be one. Early in my career, I worked for a company that encouraged its salespeople to push for an immediate close, and it was soul-sucking. I’m grateful to have found a better way to sell — one that builds mutually beneficial long-term relationships.

As a sales professional, you don’t have to coerce or pressure. Instead, you need to be a curious problem solver who uses your emotional intelligence to be of service. That begins with your sales pitch.

What you’ll learn:

What is a sales pitch, why are sales pitches important, what are the core elements of a sales pitch, what are the types of sales pitches, what are the do’s and don’ts of sales pitches.

• What are some sales pitch examples based on different scenarios?
• How do you craft your own sales pitch?

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A sales pitch is a script or quick message that lets you share critical information about your product or service with a potential buyer. However, this doesn’t mean it’s all about you or your sale. A sales pitch should focus on your prospect and their needs. In other words, how your product solves their problems.

Think of your sales pitch as an invitation to take the next step, like scheduling a discovery call or setting up a demo. Each time you guide someone to the next step, the invitation will evolve with the course of your sales process . You may make several sales pitches before a final close, and each one will depend on what’s right for the prospect at each stage.

They help you hook the right customers — those who would benefit most from what you have to offer. The right customer will buy what you’re selling, use it, and be better for it. Why? Because you’re not just pitching a product, you’re pitching a solution.

A strong sales pitch also gives you the opportunity to listen, ask questions that showcase your experience helping similar prospects, and share information the prospect can’t find on their own.

Good sales pitches are helpful, specific, and unique. They lead prospects to a clear next step. Your energy and pitch intent are just as important as what you say, so a helpful attitude focused on your prospect’s best interest should guide you.

Successful sales pitches:

• Use a unique, personalized opening. This will help you stand out from generic pitches and show the customer you’re focused on them.
• Acknowledge your prospect’s pain points or goals. A sales pitch should always focus on your prospect and their needs first.
• Include solutions backed by data. This gives your pitch more credibility and helps to build trust with your prospect.
• Close with next steps. Set the stage for further conversation and a future relationship with your prospect.

There are many types of sales pitches, and they vary based on the steps of your sales process and channels used. You can also tailor your pitch for all types of settings, such as:

• Trade shows
• Networking events
• Sales meetings
• Over the phone
• Social media
• Live or recorded videos and webinars

According to Salesforce’s State of Sales Report , 34% of deals are closed with a combination of both virtual and in-person touchpoints, while 32% are closed using only virtual channels. It’s likely that you’ll have to lean on more than one channel or pitch technique to close a deal, so it’s important to think about what these touchpoints might look like. For example, if you pitch someone in person at a trade show, you might follow up with a phone call, then an email, and so forth until you reach a close.

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Depending on your product and industry, your full sales cycle may cover several types of pitches before the final close. No matter which stage you’re in or what channel you’re using, here are some proven guidelines for an effective sales pitch.

• Focus on your prospect’s point of view. Don’t make it all about you. This will help you build a more authentic relationship with the client.
• Be concise. Don’t ramble. Not only will this help you come off as confident and professional, but it shows that you are knowledgeable about your product/service.
• Share who your customers are. Don’t keep secrets. Transparency is huge for building trust and credibility. If you’ve helped similar customers, share that with your client.
• Relax and ask questions. Don’t be aggressive. No one likes a pushy salesperson. Instead, try to understand their point of view and offer ways to help.
• Support your pitch with examples of success supported by visualizations. Don’t bog down presentations with words. An engaging pitch will hold your prospect’s attention and make it memorable.
• Tell a story. Don’t speak in bullet points. The more you can draw your prospect in with a story they can relate to, the more impact it will have.
• Use AI to streamline your sales pitch prep and follow-up. Don’t rely on outdated tools. Better tools will make you more efficient, help you stay organized, and keep you on track.

Sales-pitch examples for different scenarios and channels

Below are three good and two bad sales pitch examples. Many come from my own experience as a sales coach and business owner.

Good: Written note to a cold prospect

The message below could be sent via email, LinkedIn, or any other digital channel. In fact, it’s also the type of language you can use when meeting a potential customer at a networking event.

“I saw [prospect company’s] latest public update on [a project]. Based on the research we’ve compiled about [emerging customer preferences in your industry], I have an idea that could help you [solve your problem or reach a goal]. Would you like to connect to see if this could work for you? Let me know when you’re available for a 10-minute conversation so we can discuss more. In the meantime, I’d be happy to share a case study about how we [helped a similar client with a similar issue.]” 

This pitch works because:

• It has a unique opening.
• It’s specific to the prospect.
• It includes a next step.

Good: Voice message sent via LinkedIn

One day, I logged into LinkedIn to see something novel in my inbox: a voice note that stood out among the written messages. I was intrigued and listened right away. Undeniably, hearing someone’s voice on a digital platform made it feel more personalized. This person used LinkedIn to their advantage intelligently; they connected with me without being pushy or going straight for the close. (You could use the script above to guide the content of your voice message.)

• It stood out on a popular channel.
• The message was personalized.
• The pitch wasn’t all about the offering.

Good: Pre-recorded personal video

Every day, my team and I receive multiple pitches for the podcast I host. One still stands out to me after more than a year — a person who took the time to record a personal video. In it, he shared why he loved my podcast and pitched his boss as a guest. However, it wasn’t all flattery. What impressed me most was the level of research he did to customize his pitch to my show and its goals.

• It built an immediate connection.
• It was customized.
• It suggested clear next steps.

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Bad: automated, group-blasted linkedin message.

“Hi. Did the last hire you made have you scrambling to put out fires? If the quality of your talent is lacking, we may have a solution for you. Our virtual assistants are vetted via testing and go through a rigorous assistance rotation with our managers and executives before they’re added to our roster. Take a look at our database and rates: [link].”

This pitch does not work because:

• It’s not personal.
• It relies too heavily on technology and not enough human connection.

Bad: In-person elevator pitch

“Hi, Ms. Archer. Sorry to bother you, but I wanted to share some information about the latest [version of your product offering.] We fixed issues that came to us as feedback from customers like you and added [new features.] Can we meet for lunch to discuss?”

This pitch will not work because:

• It doesn’t focus on the prospect.
• Its tone is “salesy” and superficial.
• The next step is too aggressive for an initial in-person meeting.

How to craft your own sales pitch in 5 steps

Now that you know the key components of a great sales pitch, what to avoid, and how to use different channels to your advantage, it’s time to craft your own pitch.

1. Research clients to find opportunities to help

Above all, the best pitches are service-oriented. Personally, I like to read through client testimonials to remind me of how my offering has helped clients realize big improvements. Think of success as helping prospects address pain points and achieve goals.

2. Put yourself in your prospect’s shoes

Think about your prospect (or group of segmented prospects with similar profiles). Consider what’s likely on their mind. The goal here is to think from their point of view, not yours. What would make them pause in their busy day to take notice of your offer and its benefits to them?

3. Customize your message

Your pitch should be specific and, whenever possible, customized to each prospect. You’re more likely to see success with a highly personalized pitch than with a one-size-fits-all approach that doesn’t consider your prospect’s unique needs or goals.

4. Always provide a next step

At the end of your pitch, explain what the prospect can expect. This includes a next step if they agree your pitch is a great fit for them. Depending on where your prospect is in the sales cycle, each pitch will have a different goal or next step. This might be scheduling a product demo, reference call, or closing the deal .

5. Test and refine

Each time you pitch, you’ll learn more about what works and what doesn’t. Keep track of your results so you can evolve your process and improve the experience for your customers. Pay attention to the types of pitches that bring you the most success, and lean into your unique strengths as a sales rep to pitch more effectively.

Leverage these sales pitch examples & tips to create your own

The most effective sales pitches come down to a few things: they’re service oriented, personalized, transparent, efficient, and focused on building relationships backed by credibility and trust. Whether you’re working to improve your sales pitch or just starting to test the waters, the right tools and coaching will help you automate parts of your sales process, improve your techniques, and be more productive so you can close more deals.

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Elyse Archer is the founder of Superhuman Selling and She Sells. Elyse helps entrepreneurs and sales professionals leverage their natural gifts and build wealth. She is also an international keynote speaker and host of She Sells Radio, where she shares best practices from female sales leaders who have accomplished extraordinary goals. Elyse is a 2X Salesforce Top Sales Influencer and has been featured in Forbes and Inc.

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Ultimate Guide to Building a Winning Sales Pitch Presentation + Templates

Published by Kimberley DERUDDER

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An ideal sales pitch presentation can make or break a deal. Similar to giving a speech, a sales presentation should deliver a story . The difference is that your pitch story aims to sell and increase trust in your business.

According to a recent study , people bounce from a sales deck in the first 15 seconds. That doesn’t give you much time to make an excellent first impression. This happens especially if you display your pitch online and can’t build your case individually.

But don’t worry! We love a good challenge. We decided to study what it is that sets great sales presentations apart from the sea of average pitches. It’s safe to assume that we figured it out.

Thus, we’ll go into the nitty gritty details of what makes a good sales presentation and what to avoid as a sales rep. Plus, we’ll give you the best sales presentation templates to help you nail your pitch deck.

What Is A Sales Pitch Presentation?

A sales pitch presentation lets you and your sales team showcase your brand to potential customers. It’s a crucial part of the sales process. It helps you connect with your audience and communicate the value you offer.

The primary purpose of a sales pitch is to engage and persuade your target audience to buy from you.

This involves understanding their needs and presenting your sales pitch in a way that resonates with them. Keep your message clear and simple yet personalized. Capture people’s attention and leave a lasting impression.

What Makes A Sales Pitch Successful?

A successful sales pitch grabs attention, addresses pain points, and convinces potential customers that your product or service is the solution they need.

After careful research, here is our best advice when it comes to crafting a successful sales deck:

• Tell a Story. Engage your audience by sharing relatable stories, success stories, or case studies. These should demonstrate your product’s value.
• Make Your Opening Memorable. Capture attention from the opening slide. Studies show that once people have read the first three pages of your slide deck, they’re more likely to stick to the end. Thus, use eye-catching visuals, a captivating statistic, or a bold statement.
• Research Your Target Audience. Understand their needs using tools like Google Analytics, surveys, or social media insights. Then, tailor your sales presentation pitch. You can also create buyer personas to understand your audience better.
• Address Pain Points. Identify the problems your audience faces and show how you deliver the solution. Picture your brand as a robust and reliable business they can trust with their issues.
• Keep It Short and Sweet. Be concise and avoid overwhelming your audience with too much information. Focus on your sales pitch deck’s most important features and key points. Don’t focus too much on the product features but the story and where your product fits in.
• Use Factual Data. Support your claims with data and statistics to build credibility and trust.
• Apply Marketing Strategies. Use time-tested marketing strategies to build momentum. You can get inspiration from Cialdini’s principles of persuasion (reciprocity, consistency, social proof, liking, authority, and scarcity) to influence decision-making. They can come in handy during a sales presentation.
• Highlight the Solution. Show how your product or service solves the common problem your audience faces.

You’ll engage and persuade your audience using these tactics in your sales presentations. Ultimately, you’ll persuade them to choose your product or service.

9 Tips For Nailing Your Sales Pitch

Assuming you put together the perfect sales pitch, you still have half the battle to win. There’s a lot that comes with crafting a successful sales presentation.

Here are some practical sales presentation tips for nailing your pitch deck and finding a winning angle in the sales process:

• Practice Makes Perfect. Rehearse your sales presentation until you feel comfortable and confident. You could try perfecting your live pitch in the mirror. If you’re uploading the presentation online, get a professional to help you shoot and edit it.
• Create an Elevator Pitch. Create a shorter version of your sales deck in which you highlight the key points and have it ready to go. This can come in handy in case you’re facing a time constraint, or your potential customer wants you to speed up your speech.
• Customize Your Sales Deck. Tailor your sales deck to your target audience’s specific needs and preferences. You can start from a sales presentation outline, but always customize it to whoever you present. You can use a sales presentation template or a sales pitch deck template to get started.
• Be Consistent. Keep your branding and messaging consistent across all your sales materials, from your slide deck to your elevator pitch, website, social media, and more. This helps build trust and credibility with potential customers.
• Use Visual Aids. Support your presentation with visuals like charts, graphs, and images to keep your audience engaged and make complex data easier to digest.
• Leverage Social Proof . Include case studies, testimonials, or success stories from other customers to demonstrate your company’s track record and expertise in your industry.
• Offer a Clear Value Proposition. Make sure your sales pitch highlights the unique benefits of your product or service.
• Address the Feedback & Objections. Anticipate any concerns or objections your potential clients might have and address them in your presentation. Host a short Q&A session at the end of your sales pitches.
• Close with a Call-to-Action. End your sales pitch with a clear call to action that guides your audience through the buying process. Encourage them to take the next step.

Incorporating these tips into your sales pitch presentation will increase your chances of winning over potential customers and closing more deals . Good luck!

The Don’ts Of A Sales Presentation

Let’s assume you’ve ticked all boxes when it comes to nailing your business presentation. Everything should go according to the books. Still, what if something comes up?

Here’s a tip: Don’t just focus on doing everything right; keep an eye on not doing something wrong. This way, you’re prepared from both perspectives.

Here are some crucial points to avoid when crafting your sales presentation:

• Don’t Ignore Your Audience. Failing to research your market can result in a less effective sales presentation. Also, notice their live behavior and responses and adapt as you present. You don’t have to stick to a script if it’s not working.
• Avoid Overloading Information. Present only the most crucial points in your sales deck, keeping it short and focused. Too much data can overwhelm and disengage your audience.
• Skip Generic Templates. Customizing your sales presentation template helps create a unique and winning sales presentation that sets you apart. You can use Xara’s fully customizable sales presentation template examples to craft a good pitch.
• Resist Jargon and Fancy Words. Use simple language to ensure your prospects understand your message. Avoid industry jargon or buzzwords that might confuse your target market.
• Never Neglect Visuals. Incorporating visuals in your sales deck can help capture your audience’s attention and make your presentation more engaging.
• Don’t Make It All About You. Focus on addressing your prospect’s pain point and how your product or service offers a solution. Use a customer-centric approach, and avoid the look of a sale.
• Don’t Show Up Unprepared. Rehearse your sales presentation to ensure a smooth delivery. Have your sales team practice their sales decks too.

Remember, sales presentations are crucial for your business. By avoiding these common mistakes, you can create a presentation really delivers results.

Choosing The Right Sales Pitch Presentation Template For Your Business

Templates are the new digital hack. After all, no one has the time to craft presentations from scratch, especially in a competitive market like today. Time is money, so you need to earn time if you want to stop leaving cash on the table.

Plus, you can’t risk showing up with a poor design. You don’t get many shots with the same potential customers in the sales world. You either get it right or miss your chance.

Selecting the perfect sales pitch deck template is essential for showcasing your brand. Xara offers a range of templates tailored to different businesses and needs. Thus, we’ll explore some of the most popular options!

1. The Sales Product Overview Template

Looking for a sleek and classic design for your pitch deck? Check out our newest template on Xara Cloud .

This template is perfect for showcasing your product or service professionally and extensively.

Additionally, it’s fully customizable, so you can add, subtract, or personalize slides as needed to fit your specific sales pitch.

2. The Company Profile Pitch Deck

This pitch deck template is excellent for showcasing your business idea and company to potential customers or investors.

It provides an extensive overview of your mission, values, and future opportunities. You have the flexibility to customize it to match your brand’s guidelines.

This sales pitch presentation is particularly recommended for a people-oriented, B2C startup. It has a formal style, yet it is data-rich, and it offers plenty of slides to delve into the details of your company.

3. The B2B Sales Deck Pitch Template

This B2B sales deck is colorful, captivating, and distinctive. With many startup pitch decks to attend, this particular one has a solid potential to stick with your audience.

Its playful and interactive template displays data in diverse formats throughout the slides, using all the necessary features of a pitch deck. It stands out from the rest and leaves a long-lasting impression. Follow this template to make your pitch deck even more memorable and engaging.

4. The Business Pitch Deck

This business sales pitch presentation is essential when you have limited time to present your business model. This straightforward pitch highlights investors’ favorite slides, including case studies and how your product will offer the perfect solution. By adding a financial forecast slide, you can create the perfect pitch.

While this sales deck template is not your typical creative, out-of-the-box startup idea, it is designed to cater to the needs of businesses. The minimalist, straight-to-the-point design is similar to Uber’s pitch deck.

We recommend customizing it based on your brand to make it more personalized. Add your logo, fonts, and colors, and present it confidently to raise funding. Keep it short and sweet, and you’re good to go!

5. The Food Delivery Service

With a restaurant theme and plenty of visuals, this template includes all relevant slides, including an agenda, summary, and business model.

6. The Company Pr ofile Pitch Deck (V2)

This sales presentation template is an excellent option if you’re looking for a modern and sleek pitch deck template. It features simple yet professional design elements that are perfect for startups in the tech, SaaS, or e-commerce industries.

One of this template’s standout features is the ample space for pictures. You can easily insert your images to make the presentation more personalized. Additionally, you can add quotes or strong lines to specific slides to evoke an emotional response from your audience.

When using this template, make sure to give special attention to the competition, problem, and traction slides. Remember to balance the use of numbers and storytelling to create a connection with potential investors. After all, investors are people, too, and want to be engaged with a compelling story that resonates with them.

7. The Agency Pitch Deck

You may find The Agency Pitch Deck a helpful template if you are in the service industry, particularly in consulting or running an agency. It is also great for creative practices and SaaS businesses. The template features a formal, modern, and colorful theme that can help you capture your audience’s attention.

Using this eye-catching pitch deck can make it easier for you to raise funds for your innovative idea. However, remember that a good design can only take you so far. It is essential to pay attention to your business plan, go-to-market strategy, and critical points. Remember that the best pitch presentations are those that convey your business idea professionally and stick with your audience.

Takeaway: Sales Presentations Are Half of the Story, So Bring Your Best Self to the Table

Creating an excellent sales presentation is half the battle for sales reps in any industry. Following our guidelines, you can craft an effective sales pitch and win the other half.

Remember: Keep it short and simple, and use relatable stories to make an impact. Ensure your solution (product or service) is tailored to your audience’s needs. Customize your favorite template to save time and win over the design aspect. You’re done — congrats!

Explore Xara’s templates and resources, designed to empower sales reps and businesses in creating exceptional sales presentations. Capture qualified leads, stand out in your industry, and close more deals with the right tools at your fingertips.

Ready to elevate your sales pitch game? Check out Xara’s wide range of templates and resources today!

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How To Write A Perfect Sales Pitch: Best Practices, Examples, And Templates

When I hear the phrase ‘sales pitch,’ I have ambivalent feelings about it. On the one hand, it’s just something inevitable, something every sales rep has to deal with. On the other hand, there’s…well…negative shade to it. Pitch? Really? I don’t like people pitching me any sort of thing.

Mulling over this confusion, I dare to infer: a good sales pitch can’t be pitchy.

Otherwise, it will make your prospects experience not the best feelings.

But what makes a sales pitch good? In this post, I’ll answer this question and share sales pitch examples and templates to make your pitch not pitchy but perfect .

What is a sales pitch?

Elements of a good sales pitch.

• How to make a sales pitch
• Sales pitch templates

A sales pitch is a concise sales presentation in which a salesperson makes a sales offering. They explain their business and non-intrusively show the value of their product/service. Salespeople commonly make their sales pitch at least once a week, so for sales teams, this is a regular part of the sales process .

You might deal with various sales pitch types depending on which channel you use for it:

• Cold calling. ‘Call the damn leads’ – the phrase you might have heard hundreds of times, which reflects how you can reach a sales prospect with your offering – by phone.
• Email outreach. Alternative to calling a prospect, you can use email to present your offering.
• Social selling. You can contact your prospects on various social media platforms like LinkedIn, Twitter, Facebook, Instagram, and more.
• Elevator pitch. You typically use it at business events or when meeting someone in your industry for the first time.

Interestingly, you might come across the term ‘elevator pitch’ as just a synonym for ‘sales pitch.’ It emphasizes the very short time frame within which a sales pitch should be made – within the time of a single elevator ride.

I won’t tell you that your sales pitch must have a strict structure. To be honest, I’d prefer to deal with creative sales reps who afford a sort of freedom, as they sound more personal and emanate credibility.

Anyway, creativity is something that should follow knowledge. So, if you’re planning to get some understanding of how a good sales pitch differs from a bad one, I would say that a good sales pitch is commonly based on 6 essentials and advise that you keep them in your pitch.

When you contact a person for the first time, you can’t expect them to embrace you with both arms wide. Just put yourself in their shoes; what would you think? I bet you’d think, ‘What do you want from me?’

There must be something that will show them you are not a stranger – a good hook. As a salesperson, you should do thorough research and find information about the prospect that will let you catch their attention from the start.

You’ve read a prospect’s post? You’ve heard their company launched a new product? Or maybe you’ve just looked through their LinkedIn bio and think you have much in common? All this information can work well.

Here are some examples of hooks you can use:

“I see you’ve been promoted to the position of ___. Congratulations!”

“I’ve read your post about ____. I find your tips really useful.”

Alternatively, start your pitch with a direct explanation of why you’re contacting a person:

“The reason I’m calling/emailing is that ____.”

Even after impressing the prospect with your hook, you’re still a stranger to them. It’s time you told them a bit of information about your company. Just be careful here: you might be tempted to speak/write a lot. Resist it. Your intro must be short and straightforward, something like this:

“I am a sales manager at ____. Our company specializes in ____.”

3. Pain points

You’re making a sales pitch without pitching, remember? In your sales pitch, you’re not someone who is selling; you’re someone who is helping the prospect solve their problem. Your task is to identify your prospect’s pain points and highlight how your solution can help.

For example:

“I’ve read your company is using multiple services for ____, _____, and _____. It looks like you’re spending a lot of money on monthly subscriptions while your team has no single platform for cooperation.”

4. Benefits

I would say that’s the most crucial element of your pitch, your best moment to convince the prospect to buy your product/service.

Sadly, but very often, salespeople mix benefits with features. Don’t do this. In fact, your prospects don’t want to hear how excellent your solution is. They want to hear what they’ll get; they want a result.

Provide them with your value proposition.

Try to create a vision of success your prospect will experience after trying your solution. Will they become more productive? Will they spare money? Will they grow their revenue? You should know particular benefits your prospect will get and clearly state them, better with facts and figures.

For instance:

“With our tool, you’ll be able to manage all your workflow on one platform. This will help you enhance your productivity, sparing up to 5 hours daily, which your team can spend on most important tasks, and saving 30% of your budget.”

About 72% of customers say positive testimonials increase their trust in a business. That’s because people need proof, so give it to them.

A good way is to reference companies who are your current customers, especially those who are your prospect’s direct competitors. And don’t forget to support it all with facts and numbers.

“We have been able to help companies like _____ grow their productivity by 30% and increase revenue by 15%.”

6. Call to action

The closing element of your sales pitch should hint at further cooperation with the prospective customer. Here I would advise you to ask your prospect an engaging question and call them to action, for instance, get together for a sales interview . But don’t just appoint a meeting; concentrate again on the value it will bring to your potential client.

“What if we arrange a video call next week for me to show you how we have helped companies like yours specifically. Would it be worth your time to see how our solution could save effort and money?”

Now that you understand the basic elements of a sales pitch let’s walk through some working tactics that will help you make your pitch irresistible.

How to make a sales pitch: best practices and examples

Do your research.

Before making a pitch, the first thing to do is to study your prospect from different angles. You should be clear about who you’re pitching to , so don’t neglect to find the basic demographic and firmographic data, like a person’s name, position, and information about the company.

A good option is to rely on LinkedIn , from which you can collect lots of data, such as the company’s news, industry-related posts, and comments, and use it as a compelling hook for your sales presentation.

Use storytelling

Did you know that a great story can lead to the release of oxytocin, which creates a deeper connection between the storyteller and their audience? Not a surprise, storytelling is considered one of the most powerful sales techniques.

I highly recommend that you build your pitch around a narrative. Tell your prospect how other companies started using your product/service and what improvements they got. If you feel your prospect is inclined to object to your offering, you can even tell a brief story of how you have overcome problems by adopting a new technology after several objections.

Focus on the prospect

Even if you provide an example of your company in your sales pitch, make sure you don’t go too far telling your prospect about your best functionality for another long hour.

A good sales pitch is a story where the main hero is a prospect, not you. So concentrate on your prospect’s current challenges and the bright perspectives they’ll get when they buy your offering.

Balance between emotions and reason

In one of my previous posts about B2B sales psychology , I talked about the importance of appealing to emotions during a sales pitch. Here I would add that you should harmonize it with the appeal to the logical side.

You can appeal to emotions while talking about the prospect’s pain points, say, by asking them how they feel about their current problem. Or you can draw a positive picture of future improvements with your solution by asking them how they would feel if your product/service solved their problem.

Create the FOMO effect

FOMO (fear of missing out) is a perception that you’re lagging behind others in experiencing the advantages of your current life. In sales, you can use the FOMO effect as a psychological trick to stimulate your prospect’s motivation to buy.

Try telling them success stories of direct competitors who have been using your product/service for a while. I’ve mentioned it in the previous chapter while talking about proof. This way, your prospects might feel anxious about missing out on something important their rivals already have in their pocket.

Personalize your sales pitch

Make sure your sales pitch is relevant to your prospect. Avoid a one-size-fits-all approach and focus on specific needs and pain points of a company you’re going to sell to. And let me remind you again: do research before you start your pitch and learn about your prospects, so you can address them personally, win their positive attitude, and build trust.

Another way to build trust with your prospects is to position yourself as an industry expert. Why not add interesting facts to your sales pitch that your prospective customer might not know about?

For example, if your offering concerns a sales CRM , you can add some general information about the CRM market or statistics about how companies are adopting a new CRM. That will show you are well-versed in the subject and only add to the value of your offering.

Be prepared to handle sales objections

It hurts, but your sales pitch won’t always be accepted as something your prospect has been waiting for. Prospects do object, and yes, they do it quite often. Just be prepared to come up with counter-arguments to back you up.

Collecting a list of typical sales objections is important to the process of strategizing your sales pitch. When you know how to handle objections quickly, you’ll appear more credible and professional to the prospect.

It might be strange to imagine yourself talking aloud, but you need to practice your sales pitch beforehand. Make a plan of your presentation, including all the elements mentioned above, and exercise what you’ll be saying, in what order, figuring out possible questions and prospects’ reactions to your sales pitch.

The top 5 sales pitch templates for your business

Wow, it seems you’re now ready to conquer the hearts of your prospects. Just one last bonus – I’ve prepared 5 templates to support your sales pitch email efforts.

Just remember: templates are fine, but your pitch must be highly personalized, so use them as convenient backing for your creativity.

Sales pitch email template #1 – Sales introduction

Use this template in case your prospect hasn’t heard about you before. Your key goal here is to give them a reason to start communicating with you, so prepare a hook and demonstrate you’ve done your homework, researching a company you’re going to pitch to.

Sales pitch email template #2 – Prospect’s website visit

Never miss a chance to make a pitch to a prospect who has visited your website. You don’t need to look for a specific hook in this case, as you’ve got one already. This template will help show you are attentive to your website audience and ready to help immediately.

Sales pitch email template #3 – Responding to content

Most of your prospecting customers are publishing regular content, usually blog articles. This is a wonderful opportunity to use one of their posts as a hook to build links and make a sales pitch.

Sales pitch email template #4 – LinkedIn connection email template

LinkedIn is one of the best platforms for getting new customers, so once your prospect has accepted your connection, you can use it as a hook for making a non-intrusive sales pitch. You can do this through LinkedIn messages, InMails, or email. The latter will be a better solution to deal with LinkedIn limits and restrictions .

Sales pitch email template #5 – Objection handling

This template will help you to stay in the game even after your prospect objects. As you see, a bit of storytelling can save the situation. If you don’t have a similar story to share, you can always use one of your customer’s use cases .

Wrapping up

A sales pitch is an inevitable part of your job as a sales rep . And while there are dozens of prospects who have negative associations with it (yes, just like me), you already know that making a good sales pitch is possible without being pitchy.

I hope all the above tips, examples, and templates will help you come up with a sales pitch that will melt your prospect’s hearts the way none ever did. Meanwhile, Snov.io will take care of your sales process from start to finish.

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How to Write Perfect Sales Pitch with Examples and Ideas

If you are looking for the perfect sales pitch for your company, than you are in the right place! With this guide, write guaranteed sales pitches, and use Decktopus's templates for an easier process.

What's Inside?

A sales pitch is the first impression you will have on your clients! A well-prepared sales pitch will become a representation of your business. To attract clients and increase their interest in you and your product, a sales pitch is a must!

As they say, sharing all your knowledge in a short amount of time or in a shorter paper is harder than a longer one. You have to be proficient enough to know what to include and exclude. It is also important to have the right template! 

Thus, in this blog post, we will dive into the sales pitches. Let’s explore how to write them, present them, and how to shine in the crowd.

What is a sales pitch?

Contrary to popular belief, a sales pitch is a short talk or presentation about your business. It is not an hour-long presentation in front of business investors! It is a short talk that can be in the form of phone talks, a speech at a meeting, or at a business convention. 

A typical sales pitch is around two minutes. Commonly, it is also referred to as "elevator sales pitch" as well. Its name comes from the idea that an elevator ride is short, and you should deliver your business points in a short amount of time.

Contents of a sales pitch

A sales pitch should explain the nature of your business. Keep in mind that our ultimate goal is to attract customers, make more sales, and attract investments. Thus, a sales pitch should emphasize the benefits, advantages, and your clients while also vaguely emphasizing the commonalities your clients and the listener have. 

Elevator pitch ideas & examples

Sales pitch tips, how to prepare a sales pitch.

The structure of the sales pitch is important! A sales pitch should be smooth, convincing, and attention-grabbing. Also, an ideal sales pitch should use some of the proven methods and tricks! 

However, preparing a sales pitch is not easy! As it has a lot of requirements and limited time to convey your message. Thus, using a template is a wiser choice! 

Decktopus is an online presentation tool that offers over 100+ templates on different topics! One of the most popular templates is designed for creating easy sales pitches!

Let’s go over the components of the sales pitches on Decktopus’s E-Commerce Sales Pitch Template!

1) Prepare an outline

As we mentioned, this is a very short talk. An ideal sales pitch is 2 minutes, and if it is shorter, that's even better! However, this restriction comes with a greater question:

• What will you add to your short talk? How do you keep them interested and get the message across? 

Prepare an outline indicating your points. This will make your job easier in the long run!

2) Tell your story! 

The success of a sales pitch comes from interpersonal connections. Before you talk about your business, you have to establish a connection so that the other party will hook up and converse with you! In other words, you have to think as a salesperson!

Improve your storytelling techniques!

3) State the problem

What is the problem that caught your and your company's attention? You may give details depending on your audience. Talk about the struggles or problems they may face as well, so that they will be able to relate the necessity to solve this problem.

Don’t be afraid to emphasize the pain!

4) And the answer is…

Now that everyone is aware of this problem, time to move on to your product! How does your product plan to solve this problem? What are the main objectives of it?

How would it benefit your audiences if they were to buy it? Glorify your product by emphasizing its value proposition.

5) Highlight the prominent features 

So there is a problem, and your product is the answer. But how? Talk about the features available on your product. Present your product as the ultimate solution!

Talk about the distinguishing features and newest features of your product. Talk about what they will lose if they don’t use your product.

6) Provide evidence for your claims

You have talked and talked about your product and how well it is. However, can you back up your claims? Give evidence for the wellness of your company!

You may talk about where your product stands in the market, the growth of it, and customer reactions. You may benefit from the use cases to show the versatility of your product.

7) Contact details

Briefly mention the prominent figures in your company, like the CEO or CMO. To do so, you will subtly emphasize to whom the stakeholders should contact. You may also mention their backgrounds and roles in the company if you have time!

This concludes our sales pitch! By using Decktopus’s templates, you can have the outline of this sales pitch. However, Decktopus offers many other templates for your sales needs! 

Discover interactive and easy-to-use templates with several customization options and limitless color palettes!

Examples of sales templates on Decktopus

1) case study template for sales teams.

• As any sales team knows, case studies are an essential part of the sales process. They help potential customers understand how your product or service has helped others, and they can be a powerful closing tool.
• This template is designed to help you quickly and easily create a case study that highlights your team's successes!

2) E-Commerce Sales Pitch 

• This template will surely attract potential customers or investors for an e-commerce business.A well-structured e-commerce sales pitch can increase customer engagement, drive sales, and help to increase your business growth.
• With customizations available for almost all e-commerce niches or industries, such as fashion, electronics, or health products, you will create a sales pitch in no time! Additionally, it may include visuals, customer testimonials, or case studies to support the pitch and enhance credibility.

3) Network Education Sales Teams Template

• This template guides the training and development of sales teams in the education industry. Outline the knowledge and skills required for success, providing training resources and materials, and establishing performance metrics and evaluation methods.
• By using a network education sales teams template, organizations can ensure that their sales teams are equipped with the necessary skills and knowledge to effectively promote and sell educational products or services.

4) Minimal Outsourced Sales Team Proposal Template

• This presentation template will show you how to put together a lean, mean selling machine that will help your business close more deals and drive more revenue. It'll cover everything from the structure of your team to the type of training and support they'll need to be successful.
• So whether you're just starting to outsource your sales efforts or you're looking to streamline your existing team, this presentation is for you. Let's get started!

5) Formal Outsourced Sales Team Proposal Template

• As any sales team worth its salt knows, presentation is key when it comes to generating new leads and closing deals. And while an in-house sales team can certainly put together a decent presentation, there's always the chance that someone will drop the ball.
• By entrusting your presentation needs to a group of experienced professionals, you can rest assured that your message will be communicated effectively and efficiently.

6) Sales Proposal Template

• Sales proposals are one of the essential documents salespeople use and refine.
• This sales proposal template is prepared to kickstart a sales offer and take the tension out of sales teams. Containing the most critical bullet points, this template is useful in every sales deal!

7) Sales Case Study Template

• This presentation template is designed for salespeople to present and discuss case studies in sales meetings. With its professional look and engaging layout, your clients will be impressed with the level of detail you put into your analysis. 

8) Oil Gas Company Sales Sheet

• The Oil & Gas Company Sales Sheet is a document created by an oil and gas company to increase sales of its products and services. It includes basic information about the company's products, services, and contact information.
• The document is designed to be used by salespeople when they are meeting with potential customers. 

9) Sales Representative Document Template

• The sales representative document template is for salespeople or small business owners who want to give their clients a professional-looking and well-thought-out resume with an offer. 

10) Sales Meeting Followup

• The sales follow-up presentation is perfect for the marketer whose goal is to close more sales. The deck includes a payment slide, a booking slide, and a feedback slide.
• Now, there's no need to leave your presentations after you've given them! Decktopus allows people to close sales without ever leaving their slides unattended - it's never been easier than this!

11) Product Sales Sheet Template

• This template is perfect for anyone selling anything! It's simple and lean, which makes it easy to get started without feeling overwhelmed. You can customize all you want and even add your own branding!

12) Elegant Outsourced Sales Team Proposal Template

• If you're looking to impress potential clients and win more business, an elegant proposal template is a must have. ‍
• Decktopus’s outsourced sales team proposal template is just what you need to showcase your company's strengths and capabilities and convince clients that you're the right team for the job.

13) Furniture Sales Sheet

• This template can be used to list the furniture items that are for sale. Furniture Sales Sheets can be used by businesses of all sizes, from small shops to large retailers. They are a helpful way to keep track of inventory and ensure that customers are aware of all the furniture options available.
• Furniture Sales Sheets can also be used as marketing tools, as they can be distributed to potential customers or posted in public places. When creating a Furniture Sales Sheet, it is important to include all relevant information in an easily readable format.
• This will help customers make informed decisions about their purchases.‍

14) Sales Proposal Template

• Designed specifically for the convenience of salespeople , this template will help prepare optimized proposal offers.
• By using this template, you can list your services, make a difference, ask to agree to your terms & conditions and proceed to checkout, which fastens the buying process. 

15) Sales Report Template

• A sales report is a document that can report an offer to a client of a document who reports to the sales supervisor. This template can be used to present offers and analyze the results.
• At the end of the template, a chart layout is used to show the number of returns and conversions. One of the major jobs of a salesperson is to analyze the performance and improve it!

16) Sales Project Proposal Presentation Template

• Decktopus offers exceptional slide layouts to increase the engagement and attractivity of decks. One can add forms, rating slides, clickable links, charts and many more. These features will make your proposal stand out, and they will make your deck viewers want to click and engage.

17) Sales Plan Template

• This sales plan template is designed for salespeople or small business owners to create a good-looking and solid sales offer to their employees. If you are looking for a professional-looking template to go to your clients, this template is your starting point.

18) Sales Document Template

• Sales documents are one of the critical documents salespeople use and optimize. This sales document template is prepared to kickstart a sales offer and take the stress out of sales teams. 

19) Sales Business Proposal Template

• Sales proposals can mean the difference between losing a sale and making a sale, and if done correctly, an offer will not only help close the sale but will also make the sale bigger than it otherwise would be.

Frequently Asked Questions

1) what is a sales pitch script.

A sales pitch script is a written dialogue that you can practice on. This script can contain your speech and possible questions with their answers. While performing a sales pitch on the phone, scripts become handy!

2) What are the most frequent questions for sales pitches?

Though this can show differences based on your product/service, the most common questions are:

• Where your business is located?
• What are your goals?
• Can you give me an example?

If you were to create your sales pitch on Decktopus , you can take advantage of the Q&A function! Decktopus AI will analyze your slides and create a Q&A session for you! Be prepared for the questions that will surely come.

3) How should the sales pitch structure be?

A sales pitch should include

• Introduction- A personal anecdote
• Answers to these problems

You can refer to our guide above for more detailed information! On Decktopus , these headings come ready for customization with their specific templates!

Don't waste your time designing your presentations by yourself!

Type your content and let our platform design your presentations automatically. No more wasting time for your presentations. Use hundreds of presentation templates to impress your audience. This is the only tool you need to prepare presentations. Try our Presentation Builder today >>

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Place your content links and let our platform design your bio link automatically. No more wasting time for your social content distribution. Use hundreds of presentation biolink to impress your audience. This is the only tool you need to prepare good-looking bio links. Try our Bio Link Builder today >>

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The high-impact sales pitch template (with bonus scripts).

This 5-point template picks apart the secret ingredients of a winning sales pitch and includes scripts so you can weave it into your emails, calls, and sales presentations. Learn how top sellers frame their offering for maximum persuasive impact and supernatural win rates.

What you’ll learn

Learn how elite sellers use behavioral patterns and cognitive biases to produce maximum pitch effectiveness. 

Most sales pitches only work on pain-aware, solution-aware prospects. Learn how the top 1% of sales pitches hook potential buyers regardless of awareness.

These 5 core pitch ingredients are applicable to any product or service with a high price-point. Master them and become an unstoppable force of nature.

• Fill in the blanks Pick from a selection of formulas that will get you to frame your offer leveraging known psychological vulnerabilities.
• Includes examples Use in-action examples to take basic formulas and craft them into a high-impact, fully-cohesive sales pitch.
• Fit them into your script See how top performers unpack their sales pitch and incorporate the key ingredients at different moments in their email scripts and call scripts.
• The 5 core ingredients Learn the building blocks that winning sales pitches all have in common. Craft your sales pitch by weaving them in.
• Concrete examples See how each formula and template can be applied for maximum impact in your sales pitch.
• 4 Ready-to-win scripts Plug your newly-formed sales pitch into your cold email, cold call, sales pitch, and elevator pitch scripts using these easy-to-remember, easy-to-use sales pitch scripts.

The first part of the template is a simple fill-in-the-blanks formula to help you use these well-documented by not-yet-known psychological pathways that help sellers guide their prospects’ decision-making.

The second part of the template shows how to include your sales pitch into your sales scripts for cold outreach and customer-facing presentations.

The PDF includes 4 sales scripts:

Elevator pitch script: Use it on social media (bio), when you introduce yourself, or when you’re giving a high-level pitch.

Cold call pitch script: Use this script for outbound cold calls.

Cold email template: Use this template to start your cold email cadence. 

Sales pitch script: Weave this into the start of your demo and when you meet a new stakeholder.

This template is designed for sales professionals (AEs, SDRs) looking to improve their sales pitch technique.

This template is also used by sales managers and sales enablement professionals who want to level-up their team’s pitches.

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How to Make a Good Sales Pitch | Examples, Tips, Scripts

13 min read

What is a Sales Pitch?

What is sales pitch meaning | what does sales pitch mean , how do you write a b2b sales pitch | b2b sales pitch examples., what is elevator sales pitch, ask questions that are related to the problems your product is solving, what is the best sales pitch | how to do sales pitch | how to make a sales pitch, when should a salesperson put forth the sales pitch in social media, mistakes to avoid in sales pitch of a product, what are some good sales pitch examples, how do you write a sales pitch script, what is a sales pitch template.

Your sales can make or break the deal so the best idea can be that you nailed it down before you even have a meeting with your customer. In this post let us discuss some of the best sale pitches that you can use to make a lasting impression on your clients.

A sales pitch is a conversation used by sales professionals to convey the value and benefits of a product, service, or idea to a potential customer or audience. Its primary objective is to capture the recipient's interest, address their specific needs or pain points, and ultimately convince them to take a desired action, such as making a purchase or committing to a partnership.

A sales pitch means presenting a persuasive message or proposal to potential customers to convince them to take a specific action. This action can be making a purchase, agreeing to a partnership, or supporting an idea. It is a structured and often rehearsed communication technique used by sales professionals and marketers to showcase the value and benefits of a product, service, or concept. 

Suggested Read : How to convince a customer to buy ​

Writing an effective B2B (business-to-business) sales pitch is crucial for engaging potential clients and closing deals. Below are some steps to help you write a compelling B2B sales pitch, along with examples for each step:

1. Research Your Prospect:

• Start by researching your target company and the decision-makers you'll be pitching to.
• Understand their pain points, needs, and challenges.

Example: "I noticed that your company has been expanding rapidly in the last year, which is likely causing some logistical challenges. How have you been addressing this growth?"

2. Grab Attention with a Strong Opener:

• Begin your pitch with a compelling hook or question that piques the prospect's interest.

Example: "Did you know that 73% of companies in your industry are struggling with the same issue you're facing? We've helped [Competitor A] and [Competitor B] overcome this challenge. Would you like to hear how?"

3. Highlight Your Unique Value Proposition:

• Clearly communicate what sets your product or service apart from the competition.

Example: "Our software not only streamlines your processes, but it also provides real-time analytics, which can help you make data-driven decisions and stay ahead of the competition."

4. Solve a Specific Problem:

• Address a particular problem or pain point your prospect is experiencing and show how your solution can resolve it.

Example: "We've found that many businesses like yours struggle with inventory management. Our software can optimize your inventory, reducing carrying costs and minimizing stockouts."

5. Provide Social Proof:

• Share success stories, case studies, or testimonials to build trust and credibility.

Example: "Here's a case study from [Client A] who experienced a 20% increase in productivity after implementing our solution."

6. Be Clear and Concise:

• Keep your pitch clear and to the point. Avoid jargon or complex language.

Example: "Our platform is user-friendly and can be integrated seamlessly into your existing systems, reducing the learning curve for your team."

7. Handle Objections:

• Anticipate potential objections and be prepared to address them.

Example: "I understand your concern about cost. However, let me explain how our solution's ROI typically outweighs the initial investment within the first six months."

8. Make a Call to Action:

• Clearly state what you want the prospect to do next, whether it's scheduling a demo, signing up for a trial, or requesting more information.

Example: "What do you say we schedule a brief demo to show you how our solution works and how it can specifically benefit your company?"

9. Follow Up:

• Conclude by discussing the next steps, including a follow-up plan.

Example: "I'll send you an email with the details and a few available time slots for our demo. How does that sound?"

10. Practice and Refine:

• Practice your pitch and gather feedback to refine it for better results.

Remember that B2B sales pitches should be tailored to each prospect and their unique needs. While the examples above provide a general framework, it's essential to adapt your pitch based on the specific context and feedback from your interactions with potential clients.

The Elevator Pitch should be able to deliver the message within the time of a single elevator ride. The elevator sales pitch is a condensed sales presentation where a salesperson explains the nature and benefit of the business preferably in a minute or two .

Salespeople have gone past the point of giving prospects long presentations to sell the products or service honestly nobody has that kind of time and if you need an hour to your proposition, I think you’re doing it wrong. A good salesperson will be able to get the message compellingly and concisely.

Starting a pitch is the hardest part to grab your prospect’s attention so that they want to hear what your product is and how can it help in their business before you share the product you need to get the customer’s interest. 

A  great sales pitch will have the following Essential elements

• It will always start with the problem ; unless and until they know that your product and solve the problem, they won’t be interested in hearing the solution that your product is providing.
• Make sure that the pitch that you send is tailored to their needs and personalize the pitch. Customers don’t want to hear a pitch that would apply to any business.
• If they have nothing to lose, what is wrong with using your solution to the problem, you don’t have to state in such clear means rather start your pitch in a way that will help you secure the buy-in straight away If you can allude the risk at the beginning.

Start of the personal anecdote

Starting with a personal anecdote will help you in speaking with more authenticity and faster empathy. The idea here is not to focus on the merits of the product but rather the results, starting with the anecdote can focus on the problem that your product can solve. 

Asking a question is a highly effective way to start a sales pitch. The question again should focus on the problem. Use yes or no questions and create them specifically to the business you’re fitting to if you are speaking to real estate business-related question that focuses on problems that are experienced by real estate firms.

Tell a story

A brief story could be about the company or customer success through your product or service.

Include a proposition

What is the importance of your product for this person or their company, while a pitch has to be short and sweet the value proposition should be the core of your sales pitch. Personalize the sales pitch It matters that who you are talking to, you need to make sure that your sales this is relevant to them and piques the interest you will be able to customize your sales pitch in such a way so that it addresses the items that are most important to the person that you are talking to.

Create a wow moment

A pitch that can blow a customer’s mind will stay in their conscience. You state a fact that is counterintuitive demonstrating the product or service’s best-selling point in a shocking way telling maybe an Outlandish story emphasizing its most unique feature.

Appeal to emotions

Understanding your customer is very important if you want to consistently nail your sales pitches one way to do so is to revise your pitches around their life experience and find commonalities between you and them.

Back it up with the fact

While consumers make decisions more often with emotions, they still need rational reasons for why are they making the decision. By providing statistics or case studies, you can support the emotional appeal to also prove credibility and that will help them feel as if they are making the right decision.

Close the Deal : Sales Closing Techniques

Salespeople should strategically time and place their sales pitches on social media to maximize their effectiveness and engagement. Here are some considerations for when to put forth a sales pitch on social media:

• Research Peak Engagement Times : Study the analytics of your social media platforms to identify when your target audience is most active and engaged. This can vary depending on the platform and your specific audience demographics. Share your pitch during these peak times to increase visibility.
• Content Calendar : Create a content calendar that outlines when and how often you plan to share sales-related content. Consistency is key, so ensure that your pitches align with your overall content strategy.
• Events and Promotions : Time your sales pitches to coincide with special events, holidays, or promotions. For example, you might want to promote discounts or offers during holiday seasons or relevant industry events.
• Personalized Outreach : If you're engaging with individual prospects or clients on social media, personalize your pitches to their needs and interests. Direct messages or comments can be effective for this purpose.
• A/B Testing : Experiment with different posting times and days to see what generates the best response. A/B testing can help you refine your timing strategy over time.
• Avoid Over-Promotion : Balance your sales pitches with valuable and engaging content that is not purely promotional. Overly frequent or aggressive sales pitches can turn off your audience.
• Response to Trends : Stay attuned to current events and trends that might be relevant to your product or service. Timely and topical sales pitches can gain traction.
• Customer Feedback and Behavior : Pay attention to customer feedback and behavior on social media. If you notice inquiries or interest in your offerings, it may be a good time to present a sales pitch or offer more information.
• Collaborations and Partnerships : Consider collaborating with influencers or complementary businesses to amplify your sales message. These partnerships can help you reach a broader audience at the right times.
• Automation Tools : Utilize social media management and scheduling tools to post your sales pitches at optimal times, even when you're not actively online.

In essence, the timing of a sales pitch on social media should align with your audience's behavior, your content strategy, and specific opportunities or events. It's crucial to strike a balance between promoting your offerings and providing valuable content to your audience to maintain engagement and trust.

• Not Knowing Your Product Well
• Not Understanding Your Target Audience
• Not Highlighting the Benefits of Your Product
• Not Being Passionate

What is a Mock Sales Pitch?

A mock sales pitch, also known as a practice or simulated sales pitch, is a role-playing exercise in which a salesperson or a group of salespeople pretend to make a sales presentation to a potential customer. The purpose of a mock sales pitch is to rehearse and refine their sales techniques, communication skills, and product knowledge in a controlled and low-risk environment.

Here's how a typical mock sales pitch works:

• Role-Playing : In a training or practice session, one person takes on the role of the salesperson, while another person plays the customer. The salesperson delivers a sales pitch as if they were interacting with a real prospect.
• Feedback and Evaluation: After the mock sales pitch, the participants or a trainer provide feedback and constructive criticism to help the salesperson improve their presentation. They may evaluate various aspects of the pitch, such as product knowledge, objection handling, rapport building, and closing techniques.
• Skill Development : The salesperson can use this feedback to refine their pitch, learn from mistakes, and enhance their selling skills. This process helps them become more effective when engaging with actual customers.

Mock sales pitches are commonly used in sales training programs to help sales teams enhance their performance. They offer a safe environment to practice and develop the skills necessary for successful sales, making it easier for salespeople to handle real-world sales situations with confidence.

Good sales pitch examples are those that effectively communicate the value of a product or service, address the needs of the prospect, and persuade them to take action. Here are a few sales pitch examples for different scenarios and industries:

1. Elevator Pitch for a Tech Startup:

• "We've developed a cutting-edge AI software that can help e-commerce businesses increase their sales by up to 30%. It optimizes product recommendations and improves the user experience. Would you be interested in hearing more?"

2. Real Estate Listing Pitch:

• "This spacious three-bedroom house features a modern open concept, a large backyard, and it's in a great school district. With the local real estate market heating up, this is an excellent investment opportunity."

3. Consulting Services Pitch:

• "Our consulting firm specializes in helping businesses like yours streamline operations and reduce costs. We recently helped [Competitor A] achieve a 15% increase in efficiency. Could we explore how we might do the same for your company?"

4. Retail Sales Pitch:

• "This laptop is equipped with the latest processor, ample storage, and a high-resolution display. It's perfect for both work and play. With our current promotion, you can get it at a 15% discount. How does that sound?"

5. Cold Email Sales Pitch:

• Subject: "Increase Your ROI with Our Marketing Services"
• "Hi [Prospect's Name], I noticed your company's recent growth, and we have a proven track record of boosting ROI for businesses like yours. Can we schedule a call to discuss how we can help you achieve similar results?"

6. Business-to-Business (B2B) Software Sales Pitch:

• "Our enterprise software is designed to simplify complex data management, providing real-time insights to drive better decision-making. This solution is already trusted by industry leaders like [Client A] and [Client B]. Let's discuss how it can benefit your organization."

7. Insurance Sales Pitch:

• "Life is unpredictable, but your family's financial security doesn't have to be. Our insurance plans offer comprehensive coverage, including disability and critical illness protection. With our flexible payment options, you can have peace of mind without breaking the bank."

8. Fitness Equipment Sales Pitch:

• "Our home gym equipment is not just about staying in shape; it's about creating a healthier lifestyle. With our state-of-the-art machines, you can save time and money on gym memberships while achieving your fitness goals. Let's find the right equipment for your home."

9. Investment Opportunity Pitch:

• "Our investment fund has consistently outperformed the market, delivering a 12% annual return over the last five years. We're currently seeking strategic investors to join us in our next venture. Would you be interested in exploring this opportunity?"

10.Restaurant Sales Pitch (Catering Services):

• "Planning your next event? Our catering services offer a delectable array of dishes, from gourmet appetizers to mouthwatering desserts. We can customize a menu that suits your event's theme and dietary preferences. When can we schedule a tasting?"

These examples showcase how a well-structured sales pitch can vary based on the product or service, the target audience, and the context. A good sales pitch should be persuasive, tailored to the prospect's needs, and convey the unique value of what you're offering.

how to start a sales pitch

sales pitch ideas

The sales Pitch Framework

phone sales pitch examples

The term “sales pitch” might be a little old school, but the concept is not. At its core, a sales pitch is just a way to explain your product or service’s value to the buyer. Call it what you will, but educating prospects on an offering’s worth is still central to sales. These pitches make the best of sales pitches to impress your prospects and employers.

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Sales Pitch Meaning

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7 Sales Script Templates: How to Create a Phone Sales Pitch Script

If you’re doing inside sales , you know a phone call can be an incredibly effective tool for salespeople to reach out to potential customers and close deals.

One hour after coming up with the idea for ElasticSales—the on-demand sales company we launched before Close—we created our first sales script.

We didn’t waste time on market research, a website, a logo, or a name. We wanted to validate the idea as quickly as possible, so we got on the phone and started dialing phone numbers.

Our goal was to close 1 deal in 4 weeks. Instead, we landed 7 paying customers in 14 days. We even had to reject customers because we didn’t have the capacity to service them. 

Our secret? A great sales pitch script. (You can download the same free template we've used here .)

If you’re looking to level up your calls, a sales pitch script can make a huge difference.

So, what are the benefits of using a sales pitch script? And what lessons can you learn from the script we used to get 7 paying customers in 14 days?

What is a Sales Script?

The term 'sales script' refers to a combination of predefined talking points and conversational frameworks that sales representatives use to communicate with prospects.

It is a guide that anticipates various conversational scenarios and helps sales reps answer common questions and manage objections from first-time prospects.

When talking about sales scripts, it's also helpful to mention what sales scripts aren't. A sales script isn't a word-for-word guide that tells sales people exactly what to say and how to say it. It isn't an inflexible script with no room for personalization or improvisation. 

Rather, it guides reps through a call without missing any important steps. 

Regardless of the type of script, salespeople should always improvise to build rapport with their target audience and adjust to the person they're speaking with. 

How to Create an Effective Sales Call Script

A great sales script is all about keeping your call on track and focused. They're also great for reducing the risk of skipping important details. But, they can't be dull—so how do you walk the fine line between creating a useful guide and a rigid template? 

Follow these steps: 

1. Define Your Offering

A core part of the phone sales strategy is identifying the specific product you offer and outlining your value proposition.

Focus on the product offering that is the best solution for your prospect and show empathy to their current pain points.

Be specific about how your solution can solve that pain point. Don’t jump around between different solutions; rather, drive home the value of one core offering and how it can make their job easier. 

2. Know Who You’re Selling To

Successful sales calls happen when a sales rep conducts sufficient research into both the buyer persona and the specific issues their prospect is facing. 

Before the call, try to gain insight into their industry, offerings, and competitors.

Research the job title and role of the person you will be speaking to, then spend a bit of time on their LinkedIn profile.

Are they senior staff? Are they a decision-maker? 

Have they posted a question related to your offering? For example, if you have a lead generation tool, have they asked questions or commented on posts about that topic? You can use that information to tailor your pitch. (Just don't be weird and mention you read their post!) 

And, if you get hold of the wrong person, ask them for the contact information and name of the right person to speak with.

3. Address Pain Points and Ask Questions

Dive straight into the pain points the customer is experiencing and prepare yourself to ask valuable questions about the issues.

For example, you might ask questions like:  

• What isn't working about your current solution? 
• What takes the most time in this process? 
• What is preventing you from reaching your goals? 
• What solutions would help your business grow? 

Asking genuine, insightful questions about their business and pain points will show your prospect you are prepared and care about helping them.

4. Avoid Talking Too Much

This might sound counterintuitive since we're talking about creating a sales script. But it's important to focus on the right words to say at each stage of the phone call, rather than the script length. 

And take the time to listen. Customers who have a true pain point are often willing to vent about their frustrations—that information can provide insights into how you can help. 

Always be willing to listen more than speak. The customer is speaking with you for a reason—let them explain the reason to you.

Sales Call Script Templates You Can Steal 

Creating a call script can feel daunting. You don't want to forget to include anything crucial—or create a robotic script that ends up not getting used. So, we're going to make the process a little easier for you. 

Keep in mind, these are templates, which means you'll still need to adjust them to fit your company culture and offering.  

Cold Call Script for Phone Calls

Cold calls can be the most daunting of all sales calls. The key is researching your prospect beforehand so you aren't going in blind. Take this cold calling script and make it your own. 

"Hello [prospects name], this is [your name] from [company name], how are you doing today?"

If they answer positively: 

"That's great to hear! I realize you might be busy at the moment. Is it a bad time?"

If they answer negatively: 

"I'm sorry to hear that. I did want to talk to you about [pain point/challenge, etc.], is now a bad time?"  

Asking how they're doing is polite, but it also helps you gauge their mood. Asking "Is it a bad time?" is more effective than "Is now a good time?" because people are more likely to answer a negative question in the negative. 

If now isn't a good time: 

"No worries, I'm happy to call back. Is tomorrow at 2 or Thursday at 4 better for you?" 

If they say it's not a bad time, move into your pitch: 

"Great! I wanted to give you a quick call because we're currently working with other companies in [their industry] and I really think [prospect company name] would benefit from [solution.] 

I can see that your company targets [mention their target audience/services/etc.], how are you managing [pain points you solve, for example finding leads, managing workflows, etc.]? 

This gives them the opportunity to share their struggles. From there, you can share specific case studies or solutions your company offers. 

Cold Call Script for Voicemails

Sometimes prospects don't pick up the phone. All is not lost! Providing your sales team with a simple voicemail script ensures they deliver relevant information fast. 

"Hey, [prospects name], this is [your name] from [your company.] I'm calling companies in [industry] to discuss [insert benefit your solution provides.] 

Please give me a call back at [your phone number.] I'll follow up with an email on [a day or two later]. Looking forward to hearing from you, have a good day." 

The goal is to give them a reason to call back, so the benefit you offer is the most important part of this script. 

Follow Up Script for Phone Calls

So, you've already had one phone call and it went well. Now it's time for the follow-up. This one is a little bit harder to script because you'll need to adjust it based on your previous conversation. 

‍ "Hey [prospects name], this is [your name] again from [your company name]. How are you doing today?" 

Wait for a response, then remind them of your previous call: 

"That's great to hear. I was following up on our call from [last week/month,etc.] You'd mentioned [objection they mentioned or next step you suggested]. Were you able to [Insert next step previously discussed, i.e., review the info I sent/ talk to your manager]? 

Adjust the rest of your call based on their response. For example, if you sent a proposal, you might say: 

"I was thinking more about how [your company] can help [prospects company] and I thought you might be interested in some results from [client.] 

From here, you can share some results and wrap it up with: 

"Do you have time next week for a demo? I'd love to show you how [your company or solution] could help with [pain point; ideally one they mentioned.]" 

If they said they needed to talk to their boss, you might say, 

"I have some great resources that might help when you talk to [boss name or position], would you like me to send them over?"

With follow-up calls, make sure to cover these main points: 

• Remind them of who you are 
• Remind them of your last conversation 
• Address the reason you're calling 
• Explain the benefits you can offer 

Follow Up Script for Voicemail

What if you're following up after a phone call—but you get their voicemail—what do you say? You'll want to cover the same main points as any other follow up call; but you need to keep it short and sweet. 

"Hey, [prospects name], this is [your name] from [your company name.] I was thinking more about [the pain point they mentioned in the last call] and I wanted to [share a resource, give more detail, etc.] Give me a call back at [phone number] when you have [five/ten minutes.] Thanks so much, have a good day!" 

Phone Sales Script for Working With a Gatekeeper

Dealing with gatekeepers can be frustrating as a salesperson—but their goal is to protect their boss's time. If you get on their good side, they can become an asset in closing the deal. 

The key? As always, do your research. Not just on the decision maker, but on the gatekeeper. If possible, try to learn about who they are and their role at the company. 

Here's a script you can adjust to fit your offer: 

"Hi [name]. This is [your name] from [your company name.] I'd like to talk with your team about [benefit or offer], but I’m not completely sure it's the right fit. Can I steal 10 minutes to get your opinion? I know your time is valuable, so I promise to keep it short." 

This script does several things—it acknowledges the gatekeeper as a valued member of their team, shows you want to make sure your offer is something they actually need, and it recognizes they are busy. 

If they say yes, you can book the call. If they say no, you can ask if there's another person who might be a better fit. 

Breakup Script for Phone Calls

Breakup calls that come across as passive-aggressive—or just plain aggressive—won't bring prospects back into the fold. Instead, focus on the benefits you offer and aim to be helpful. 

"Hi, [prospect name]. How are you?"

Let them answer, then get right to the point: 

"I didn't hear back after our call last week, but I know things can get busy this time of the year!' 

You mentioned [pain point or challenge.]  I really believe [your solution] can solve this challenge. [Add stats from case studies if possible.]

Do you still want more information? If not, just let me know and I can let you get back to work." 

Breakup Script for Voicemail

What if you end up getting someone's voicemail for a breakup call? If you've already tried to contact them several times after your first few conversations, you don't want to be overly pushy. 

Instead, keep it short and focus on the benefits: 

"Hey, [prospect name], not sure if you got my [call/email/voicemail] from last week, but I wanted to connect and see if you are still interested in [the benefit you offer/free trial, etc.]  If so, please give me a call back at [phone number].  This will be my last call, I don't want to waste your time. Take care!"

The Best Sales Pitch Script Template We Use, and Why it Works

A well-developed sales pitch script guides you from one step to the next using a proven script that produces positive outcomes.

Back when we started ElasticSales, we saw how this works in real life.

Ready to hear the sales pitch that got us 7 paying customers in 14 days?

Here it is:

Hi, my name is Steli Efti. I’m calling some startups in the area to find out if they're a good fit for our beta program.

What we do in a sentence is we provide companies with a sales team on demand.

Does this sound generally interesting to you.

Why did this work so well? Let’s break down the opening lines:

Hi, my name is Steli Efti.

With this opening line, we established context right away.

It seems like a no-brainer to start with your name, but you’d be surprised how many people ignore this step.

Forget your pitch for a second. You need to let prospects process who you are: otherwise, there’s zero chance they’ll pay attention to anything else you’re saying.

Some salespeople recommend small talk after the introduction—“How’s your day going? Is it raining there, too?”—but we don’t. Maybe small talk sets a friendly tone, but who has time for that?

In a cold call, assume you’re interrupting prospects on a busy day. Get to the point. Prove you value their time.

I’m calling some startups in the area to find out if they are a good fit for our beta program.

We chose these words carefully. In one sentence, we were able to let our prospects—Silicon Valley startups who’d raised a few million dollars in venture capital—know:

• Who we help (“startups”)
• Where we’re located (“in the area”)
• What we’re looking for (“a good fit”)
• What we’re offering (“beta program”)

We chose “good fit” over “customer” for a reason: these were exploratory calls. And “beta program” because many prospects were in tech. It was a subtle way to let them know that we spoke their language.

The details of your script will ultimately depend on your target audience and your ideal customer profile , but keep these ideas in mind as you write your own.

This was our elevator sales pitch. No fluff. The key to a great elevator pitch is clarity and brevity.

Try to keep this to one sentence. If it takes thirty seconds to explain what you do, that’s a problem.

Prospects don’t have patience, especially during cold calls.

We cared how they responded to this question, but it never really mattered what they said.

• If they said yes, I’d say, “Awesome! Tell me about your sales process.”
• If they said maybe, I’d say, “Interesting. Tell me about your sales process.”
• If they said no, I’d say, “Okay. Tell me about your sales process.”

The truth is neither of us had enough information to decide whether the call was a waste of outreach time.

I still had a few qualifying questions to decide if they were a good fit for our beta, and they still had time to decide whether to continue or hang up the phone.

Here’s the other reason why this question was important: it gave prospects an opportunity to say no.

If the pitch didn’t sound interesting and they weren’t able to verbalize a quick objection, they’d be thinking, “How do I get off this call?” for the rest of the conversation.

I’d never get any information out of them. The early no actually allowed me to keep the conversation going, even if it was only for a few more seconds.

Cold Call Script Structure for Modeling Your Sales Conversations

Now that we’ve covered the opening lines, let’s take a deeper dive into the overall sales pitch call.

The basic structure involves these 6 steps:

• Raise curiosity: Clearly state who you are and why they should care.
• Give context: This is your elevator pitch, a one-sentence overview of what you’re offering and who you’re offering it to.
• Ask for permission to continue: A simple question gives prospects the ability to say no or allow you to continue your pitch.
• Ask questions: Learn about prospects' needs and define if they are a fit.
• Test close: Use questions to discover price sensitivity, decision timeline, and other factors.
• Schedule next steps: Never leave the cold call without clear next steps in place.

These 6 steps should be included in your sales pitch script, allowing you and your sales team to follow a clear, relevant structure throughout the call.

Let's break this into steps you can use to create an adaptable cold call sales pitch template. 

Call Opening (Steps 1-3)

The opening is your first chance to make a good impression, so take the time to outline who you are and try to generate interest in your offering. 

• Raise curiosity: Hi, my name is___________. I’m calling some startups in the area to find out if they are a good fit for our product/service/beta program.
• Give context : What we do in a sentence is we provide companies with XYZ.
• Ask permission to continue : Does this in general sound interesting to you?

Remember, you'll want to adjust the opening lines to fit your business. For example, you might mention how you found them or why you think they might be interested. Instead of asking if they're interested, you might ask if it's a good time. 

Qualifying Prospects (Step 4)

Once you have permission to continue with your pitch, you'll move on to the qualifying stage. Remember, you don't want to waste time on someone with no need or interest in your offering. Ask questions like: 

• What is your current XYZ process?
• Who are your customers?
• How do you currently solve XYZ?

If you've done your research, you might know the answers to some of these questions. In that case, you might say, "I see from your website that your company targets healthcare organizations in the midwest. Are you looking to expand your target audience?" 

Test Closing (Step 5)

At this stage, you want to find out how close the prospect is to closing. Even if it's a cold call, they might already know they need your solution or have looked at your offering in the past. 

Here are the questions you'll want to ask: 

• We would want to start in X weeks.
• Does this work for you?
• The beta program is heavily discounted. It’s going to be $X per day. What is the decision-making process in your company?

If the prospect doesn't seem quite ready, add a sense of urgency. For example, "Our beta program is only open for X number of companies" or "The current rate is good for the next two weeks." 

What Are Our Next Steps? (Step 6)

The final step is to outline next steps. Depending on your offering, you might use language like: 

• Great. Sounds like this could be a good fit. Let me send you our brochure and schedule a time for a call back next week to discuss all your questions, etc.
• What’s the best email to send you information and the calendar invite?
• What’s a good time to chat next week?

Want to take this and use it for your own sales org? Swipe this script template and adapt it to your sales process.

Do Sales Pitch Scripts Turn Salespeople into Robots?

If you think yes, then you’re not using them correctly. When you mindlessly read your lines, you’re going to sound like a robot.

But scripts aren’t meant to lock you into a conversation . They’re meant to help you refine your process, maximize performance for all members of the sales team, reduce stress, and keep messaging focused.

True, having a script won’t give you a 100% success rate. Here are some quick sales pitch script hacks to help you face objections:

• Learn to love the no , and try to understand what kind of no they’re giving you
• Create an objection management document so you’re ready to face anything your prospects might say
• Build talk tracks for common questions or to explain key features of your product
• Make a lot of calls to get your script exposed to many prospects (The right technology can help you accomplish this with less effort, which is why we built our predictive dialer right into our sales CRM)

When you include creative workarounds to common objections in your sales pitch scripts, you’ll be better prepared to continue the conversation despite the objection.

Create a Sales Pitch Script You Can Be Proud Of

Few things are more important to long-term sales success than a winning script, so apply what you’ve learned here.

And remember: creating a winning sales script is a never-ending process. If you regularly revise your script, you’ll keep finding new ways to close deals.

This doesn't require a ton of time—just set aside 15–30 minutes every month for a focused sales script session with your team. Even if you only do it once a year, that can make a huge difference to your bottom line.

Close is loved by inside sales teams.

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Home Blog Business What is a Sales Pitch and How to Make an Effective Sales Pitch

What is a Sales Pitch and How to Make an Effective Sales Pitch

An effective sales pitch is the key to sustainable businesses. A sales pitch can make or break the deal. Most people consider a sales pitch as a representative of facts and figures to make an argument based on data alone. However, a sales pitch is more than that. It’s about crafting a compelling narrative for a prospect to persuade him to buy a product/service. 

Table of Content

What is a Sales Pitch?

How to start a sales pitch start strong, close well, how to use a sales pitch, different types of sales pitch, essential tips: how to create a sales pitch & ensure it’s effective, sales pitch examples, ideas: what to include in a sales pitch presentation, advantages of perfect sales pitch, why a short sales pitch is a good pitch, final words.

By Definition: A sales pitch is a minutes-long script or a concise statement where a salesperson persuades a prospect whether or not to buy a product/service. 

In this article, when we refer to a salesperson, we are referring to the role, and not a specific person. Every person in an organization can take the salesperson role when interacting with prospects .

A sales pitch enables a salesperson to give a precise idea about how a product/service will help solve target audiences’ challenges. 

People pitch for sales differently. They treat their sales pitches as a presentation of facts, figures, and results, expecting to make a compelling argument based on data alone. Alternatively, they can use creative and modern ways of pitching sales to make the whole process more engaging.  

This article will explain what a sales pitch is?, and how can salespersons make a successful sales pitch. 

No one wants to be sold to, which makes a sales pitch difficult. When starting a pitch, a salesperson has to hook the prospect before he can actually sell the product/service. 

If you’re wondering how to write a sales pitch that works, according to the book SPIN Selling by Neil Rackham, a successful sales pitch consists of four stages. Follow these four stages to a sales pitch for better prospecting.

Preliminaries stage

The first 2 minutes of the sales pitch are crucial. During the preliminary stage, a salesperson introduces himself. It’s important to make a great first impression to help significantly impact the whole sales process and the sales development . Your initial message should enable the prospect to gain confidence. Show your interest in their challenges.

Investigating stage 

During the investigation stage, sales reps can ask questions from prospects to know their core needs and wants. It helps to improve the overall sales by 20% .

1. Situation Questions . Ask data-gathering questions about facts and background to learn about your prospect  Ask about the organization and the “person” in the organization. You should navigate from business goals to personal goals inside the organization. The questions will be guided by your product/service scope. For example, if the service scope is management consulting , questions will look like “Which are your current Corporate Planning Processes?”, “Your organization has in place actionable governance practices?”. Remember to target the person, “What is your responsibility in the Corporate Planning Process?”

2. Problem Questions . You may ask, “Is it difficult to use a digital printer?” or “Are you satisfied with the company’s revenue growth during the past 6 months?” All of these are problem questions. 

3. Implication Questions. Implication questions dig deeper into the consequences of the problems, thus paying attention to the problem’s seriousness. 

Ask, “Does it impact your productivity? Or “How does this problem affect your company’s future?” 

4. Need-payoff Questions . Finally, these questions will hook your customers to a point where you will be able to tell the benefits of your offer. 

Questions like, “Would you be happier with the productivity if you could speed up the printer’s performance by 10%? or “If we could help you with lead generation , how would it impact the revenue generation of your company?” 

Demonstrating capability 

Once you understand the customer’s problems, demonstrate your capability to present a solution. It includes a formal sales presentation or sometimes a product demo. 

Sell them on benefits, not features. This is called a value statement. Give your audience a clear picture of how your product’s unique features solve the challenges they face. 

Obtaining commitment 

The end of a sales pitch includes convincing the client to try out your product, attending a demo session or getting on a call. Hook your prospect emotionally to get some sort of commitment. 

According to the Psychology of Selling by Brian Tracy, buying decisions are 100% emotional. Understanding the customer needs, challenges, goals, and pain points helps sales reps find a hook to grab the audience’s attention easily. 

Use sales pitch for solution selling 

According to the book The Challenger Sale , the term “solution selling” is dominating sales and marketing strategies today. It allows sales reps to bring smart solutions to the customers. Sales reps who master the art of solution selling and understand customers’ problems, bring great results. 

Since solution selling requires sales reps to understand the customer pain points step by step, the sales processes are longer than before. The process requires more effort to drive commercial results and understand the evolution of the sales model itself. 

A sales pitch should lead to more conversations

Salespersons do not have to get too formal when presenting a sales pitch. Lead the conversation in a friendly and approachable way. That’s how salespeople can take the prospect to the next stage in the sales funnel seamlessly. 

A great sales pitch is often geared toward providing solutions. It should not sound too salesy. Solution selling allows a sales representative to present a solution to a certain problem rather than supplying a reliable product. 

Use the sales pitch as an informative and educational tool to book the next appointment 

The goal of a sales pitch should not be to sell a product but to book the next appointment . It should be informative and educational enough to engage the prospect creatively. It must provide value, and educate the prospect about benefits rather than explaining a set of features. 

It should bring the target audience tangible reasons for achieving goals like:

• Improved return on investment (ROI)
• Reduced operation costs
• Percentage of savings year-over-year

For a successful sales pitch, show empathy

Sales reps need to show empathy with the prospect to have a successful sales pitch. When salespersons do so, it puts them on ‘their side.’ Being empathetic toward prospects positions a sales rep as a solution, and it improves the chances of a successful pitch. 

Make the customer a hero 

The element of solution selling coupled with storytelling leads the sales pitch. Include storytelling in a sales pitch, and make the customer a hero. Selling is easier if the customer is the hero.

A sales pitch is about prospects rather than yourself

A sales pitch is not about a salesperson, rather it must be about the target audience. Prospects never care about how smart a salesperson is and how incredible results a sales generation company brings in. But they are interested in knowing what it is in for them.  

A salesperson has to research to understand and analyze prospects, and their preferences by listing down their likes, dislikes, and interests.

Leverage storytelling in the sales pitch

Storytelling is a key aspect of a sales pitch. Today, most salespeople lack passion, and they sound disinterested in what they are offering. As a result, they sound too promotional. 

Salespeople don’t need a one-size-fits-all sales story but a great sales story crafted around the preferences, goals, and desires of the prospects. 

Use it as a great tool to excite the audience

A great compelling story should include the following parts to get the prospect excited with the sales pitch. It should; 

• Address clients’ major issues 
• Differentiate itself from competitors 
• Address customer pains 
• Results that would help them achieve 

Product sales pitch

A product sales pitch is specifically about a product rather than a service. The pitch should be tailored to the problems a product is going to solve.

Sales reps need to adopt a personalized approach for a successful product marketing pitch. As a salesperson starts a product pitch, he should focus on the change the product is going to bring about. Only then, they potentially encourage the target audience to take action.

Below is a great demonstration of Zoho, a fully featured CRM and full of content. The sales pitch focuses on benefits like multichannel, great sales performance, automation of the business processes, improving sales productivity, and extended and customized services.

Service sales pitch 

Like a product sales pitch, a service sales pitch should be short, concise, and effective. It should deliver the value without actually going into the fluff. 

For example, ReCheckDocs is a startup that provides organizations with ultimate data protection, tracing, and verification. It leverages decentralized technologies for safety and data protection easily and efficiently.

The pitch is very simple, i.e. “Documents protection can be hassle-free.”

Consultative sales pitch

A consultative sales pitch is unique in a way that it includes the process in which salespersons are trying to sell to a prospect who is already using a competitor’s product/service. 

It’s hard to convince a customer to buy a product when he is already using a competitor’s product. That’s where the traditional product-centric sales pitch fails. 

The following are the key skills that sales executives need to have for a successful consultative sales pitch. 

• Have a clear communication 
• Be a business peer and win customer’s confidence 
• The more time a salesperson will spend knowing the prospect, the better they sell
• Act smart, and clearly showcase why the prospect should use the product over competitors 
• Show a genuine desire to understand, show empathy, and genuine curiosity to help the target audience. 
• Remember, the consultative sales pitch is somehow hard because the prospect is already using some kind of product. 

Below is a great sales pitch narrated by David Brock, he explains how his wife’s friend ended up selling his product to her. 

When creating a sales pitch, avoid using jargon. Make it short and use simple language. This makes a sales pitch clear, and a clear sales pitch is often considered the best sales pitch and always wins .

1. Prioritize the prospects and customize content accordingly 

For a small sales call, salespersons might have to create concise content. However, for the large sales pitches, they need to do an in-depth study because the prospect is really concerned about the value. 

The most important rule for selling success is to spend more time with better prospects. Identify the basic and secondary needs understand their buying behavior and create content accordingly.

If you want to deliver an outstanding sales pitch, you can also use an interactive presentation maker to keep your target audience engaged.

2. A sales pitch should address the decision-makers

Building a relationship is the key, but no one would prefer a great relationship over value. Choosing the right target enables sales reps to execute repetitive behavior, and do the math. That’s why salespeople who figure out this win the process, repeat it, and never step back from the daily grid.

According to The Challenger Sale , selecting target accounts is a rare opportunity to be strategic. Sadly, senior sales executives take for granted that their employees are working with the right target audience. 

3. A clear sales pitch wins

When creating a sales pitch, avoid using jargon. Make it short and use simple language. This makes a sales pitch clear, and a clear sales pitch always wins. 

A sales pitch should not miss out on any important aspect. It should include and explain the following points:

• Specialize. Tell the audience what is the specific skill that will help them find a solution. 
• Differentiate. Explicitly explain why they should choose the product/service over the market competitors. 

4. Sell appointment, not product 

According to the sales book N ew Sales . Simplified , sales reps need to focus on selling the next appointment, not the product/service. It is one of the important rules when pitching on the phone. 

New hires on the team often start telling the feature in their eagerness to move to the next stage of the sales process . It kills the sales entirely. At this stage, the prospect does not even have enough information to consider the offer seriously. As a result, he will answer he’s not interested or doesn’t have enough needs now, and the sales process will lead to a dead end. 

5. Explain who the customers are

Many sales organizations assign new hires to identify and choose potential clients which is a daunting task. A new hire doesn’t have an in-depth understanding of who the potential customer is.  

Having an in-depth understanding of the audience by the sales team improves the sales by almost 100%. To get an idea of the target customer, sales reps should take the time to understand: 

• Identify the best customer using various parameters, including location, business model, industry, business size, etc 
• Why did they make the first purchase, and are they still willing to buy 
• Who are the market competitors, both major and minor
• How would position the product/service so that the prospects choose the product/service over the competitor?
• Who chooses not to do business at the end of the sales funnel?

6. Ensure social listening 

It includes reaching out to potential prospects and knowing their preferences and buying behaviors. It’s great to pursue contacts higher up in the organizations to target. 

For example, LinkedIn is one of the sought-after platforms for salespeople. Leverage sales navigator to find potential prospects and connect with them. Use various filters and explore the myriad of options to conduct the research and initiate relationships.

7. Start it strong

Well, begun is half-done. If sales reps start with a strong opening it breaks the preoccupation of the prospect and grabs attention, making him fully alter to listen to a sales pitch. 

Recommended reading: How to Start a Presentation: Strong Opening Slides & Tricks To Test

According to the Psychology of Selling , sales executives will enjoy the sales process if they learn this principle. To do so, talk about how the product is going to help them save time, money, and energy. 

8. Distribution matters 

Distribution and presentation are everything when it comes to a successful sales pitch. Sales reps should be able to pitch it to the right audience at the right time using the right tools which might include a free trial of the product, a presentation, a demo, etc. 

Use a pitch deck presentation where necessary. Almost 80% of the product value is included in the sales presentation. So, if it’s random, the prospect will lose interest. Alternatively, if it’s well-ordered, crisp, and well-presented, the prospect will think seriously about buying the product. 

9. Paint a vision of their future

While salespersons can explain every benefit of a product/service during the sales call, for a long-term relationship it’s great to paint a vision of the customer’s future. And, here’s how they can do this. 

• Use a personalized approach 
• Leverage the power of great storytelling 
• Use facts and figures 
• Have credibility and authority 

Cold Sales Pitch 

A cold sales pitch is a common practice in outbound sales. A cold sales pitch allows the salesperson to reach out to a potential customer whom he has never talked to before. 

It could be an outreach email , in-person conversation, or direct selling. Often, a salesperson reaches out to a prospect, introduces himself, and inquires whether the prospect is interested in getting some results. 

According to a study from Kenan-Flagler Business School success rate of a cold sales pitch is just 2.5% which makes it one of the most difficult sales pitches.  

Here’s the popular cold sales pitch by Adam Goldstein, the CEO and co-founder of Hipmunk. The pitch has helped his company generate $55 million from investors. Later the company was acquired by Concur. 

Follow-Up Sales Pitch

A follow-up sales pitch is a friendly reminder to follow up with the prospect about the initial call or a product demo. 

Commonly a sales follow-up is made via landline phone service or email. According to the studies, salespersons have to do at least four follow-ups to close the deal, and most of the salespeople give up just following up once, which leads to a dead end. As a result, potential revenue is left on the table. 

Warm Sales Pitch

A warm sales pitch is made when the salesperson has had prior contact with the prospect before, who has shown some sort of interest in the offer. 

79% of companies achieved their revenue goals using a personalization strategy. Sales executives should look for different sales pitch ideas to understand the importance of personalization. It’s great to use pitch deck templates if the sales pitch is for a startup or a new business. 

Here’s a warm sales pitch by the biopharmaceutical company Merck which aspires to be the premier research-intensive company globally. 

Cross-selling, and Upsell Sales Pitch

A Cross sales pitch allows a sales representative to encourage the prospect to buy a secondary product to the primary one. 

For example, if a salesperson is selling a marketing tool to digital marketing agencies, a cross-sell would be selling a whole CRM. On the other hand, an upselling sales pitch includes selling a premium membership to a customer already using the basic version of a product/service that the client is using. 

The Subject Line Sales Pitch

A subject line sales pitch is often included in a weekly newsletter or email series to launch a new product. The goal is to help prospects book an appointment rather than make a sale. 

Here are some great subject line sales pitch examples and good sales pitch examples to inspire your own pitches.

• X tips/ideas for [pain point]
• The idea for [topic the prospect cares about]
• 10x [prospect’s company]’s traction in 10 minutes
• Feeling [insert emotion]? Let me help

Showcase partnerships to enhance the value proposition 

This is something obvious and an absolute no-brainer . If a business has social proof that’s backed by partnerships, then it’s a win-win situation. 

It’s easier for sales executives to sell a product/service with great brand awareness. Statistics show that 71% of the customers are more likely to buy from those brands that they know, which makes the selling process easier for the salespersons. 

Sales executives should showcase the partnerships in the presentation to enhance the value proposition with a visual slide . Below is a great example by Salesforce. It showcases almost all the big brands like Apple, Google, AWS, IBM, etc., whom they have helped with bringing great results. As a result, it improves the value proposition and, thus sales! 

Apart from that, it is also great to showcase consulting partners, just like this. 

Identify the Biggest Pain Point and Agitate It

The target audience might not know the biggest pain point, it’s a sales rep’s responsibility to identify and agitate it ask the questions, and then include that in the presentation. 

Rev is a B2B company that helps big companies find leads/prospects with AI. Once sales reps understand the pain point, showcase the solutions because people will trust them more if you show more than telling. 

Pain point: Hard to find good leads

Solution: Avoid the noise and choose the best leads using AI 

Here’s a great example by GetReav.ai, formerly known as LeadCruch. 

Go Beyond Profit/Loss 

When presenting a sales pitch, new hires on the team often present a product/service in a rush to move to the next stage. Know that good business relationships take time and they go beyond profit/loss. Thus, salespersons must engage them emotionally while providing value. People love to be cared for and love to be heard. 

Showcasing a social sense of responsibility will help engage the audience better and help them move to the next stage of the funnel easily. As a result, companies earn social value, confidence, and ownership. 

Below is one of the great sales pitch presentations by Salesforce which showcases it’s social contribution through a core values slide .

• Best workplaces for giving back fortune magazine 
• Best workplace for women 
• Best places to work for LGBTQ equality 
• The world’s most ethical companies honoree

Present Data in a Sales Pitch Deck

Data never lies. A sales pitch that’s backed by data is more effective than just words alone. Data gives the sales funnel authority and relevance. It’s great to display a case study and the results achieved with another client. 

Of course, data can be a great weapon when acquiring new customers, but it can also help have a customer-centric sales experience and personalized approach. 

Sales reps should identify a successful case study and show the statistics and data in the presentation, just like this presentation by Salesforce. 

Show Before and After

It is the core responsibility of the sales representative to present before and after situations. 

Use symbols, numbers, or other graphics to showcase how the product/service can impact the current business process of the client, or improve the business practice. A salesperson’s responsibility is to showcase how the evolving product/service can help take their business to the next level using sales pitch templates . 

Here’s an example of a sales pitch that shows the “After” state of the product of Zuora that helps its clients find new business opportunities and automates complex revenue streams through subscriptions, consumption, or a variety of pricing strategies.

A Clear Call-to-Action

The last thing salespersons need to focus on when ending a sales pitch is to entice the customer to take action. 

A great sales pitch should enable the prospect to take action that might include trying a free version, taking a demo class, or signing up for free. Go beyond the traditional call-to-action phrases like call us today, sign up now, etc. 

For example, add phrases like, Speak to Sales Agent Now rather than Call Us Today .  That’s what we call the Obtaining commitment stage of the sales pitch that we discussed early in this article. 

Recommended reading: How to end a presentation – You can get some insightful recommendations on how to end a presentation, including a sales pitch presentation.

Before we could end our article, here’s how a sales pitch will help businesses from a general perspective. 

• Improves brand awareness 
• Helps to stand ahead of the competition
• Boosts sales
• Ensures customer engagement and retention 
• Leaves Room for Curiosity: Short pitches create a sense of curiosity in the prospect. By not revealing every detail upfront, you pique their interest and encourage them to ask questions, leading to a more interactive and engaging conversation.
• Encourages Two-Way Communication: A brief pitch opens the door for a two-way conversation. Instead of bombarding the prospect with information, you invite them to participate actively in the discussion. This engagement can lead to a deeper understanding of their needs and objections.
• Allows Adaptation: Short pitches are versatile and adaptable. Depending on the prospect’s responses and feedback, you can tailor your pitch on the fly. This agility enables you to address specific concerns and objections effectively.
• Creates a Memorable Impact: A concise and well-structured pitch is more likely to leave a lasting impression on the prospect’s mind. When your message is clear and succinct, it’s easier for the prospect to recall and share with others.
• Ideal for Networking Events: In settings like networking events, where time is limited, a short sales pitch is invaluable. It allows you to make a quick but impactful introduction, leaving the door open for follow-up discussions.
• Prevents Information Overload: Long-winded pitches can overwhelm the prospect with too much information, leading to decision fatigue. Short pitches provide just enough information to initiate interest without inundating the prospect with details.
• Encourages Qualification: A concise pitch can help you quickly determine if the prospect is a good fit for your product or service. If they express interest, you can delve deeper into the specifics. If not, you can move on to more promising leads without wasting time.

A sales pitch can make or break the deal. But once a salesperson or sales rep can master the art of creating and delivering sales pitches, they will not stop the grind and will never look back. A successful sales pitch needs research, hard work, practice, test, and everything in between. 

Learn how to create a sales pitch deck and present it well to scale business to the next level. Not a professional designer? Use pitch deck templates to design incredibly appealing sales presentations. All templates are 100% editable and compatible with PowerPoint and Google Slides. Remember, often best pitches are crisp, concise, well-designed, and clear and they always win the race. 

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Sales Pitch Presentation Cheatsheet: 6 Master Tips

A sales pitch presentation is to a salesperson as peanut butter is to a PB & J sandwich. That is to say, it’s not the whole job, but it’s certainly one of the most vital elements to successfully accomplishing the job. 

It’s important to focus on training and coaching your team on every part of the sales process, but the sales pitch presentation is one of the most vital things to nail. The last thing you want your team to do is spend time prospecting and nurturing incredible opportunities… only to trip at the finish line and fail to win the deal . 

This post will walk you through my five top tips for creating a sales pitch presentation that will “wow” your dream clients. 

What is a Sales Pitch Presentation? 

Before we dive into the details, let’s start with the basics—what is a sales pitch presentation? Your pitch presentation is your opportunity to explain how your business can solve a problem for the customer.  

You can approach a sales pitch presentation in several ways: 

• Pitch for a First Meeting: Every salesperson needs a pitch for a first meeting. The best way to make this pitch is to trade value for your client’s time. If the client suspects you are going to waste their time, they will refuse the pitch. You can secure a meeting if you sound like someone who can help them.
• Product Pitch: Product pitches work well in B2C sales, where the salesperson can walk through the product features and benefits. One of the reasons salespeople who sell SaaS struggle with demos is that the product pitch isn’t very compelling. Like a lot of things, sharing more than necessary is boring and redundant. 
• Elevator Pitch: Your elevator pitch needs to be tight and used sparingly. Often, when I hear someone’s elevator pitch, I’m left wondering how many floors they think they’ll be on this elevator babbling on for. You are better off with Mike Weinberg’s approach by saying, “People call us when they have this problem or need.”

When looking at first meeting pitches or product pitches, the average length of a sales pitch presentation is about ninety minutes . Most smart salespeople aim to finish their presentation within the first forty-five minutes, leaving the last half of the meeting for questions and conversations with the stakeholders who will be making the buying decision. 

Though I’ll give some tips for laying out the perfect pitch presentation, it’s important to remember the benefits of switching up your sales pitch . 

The legacy approach to sales extends to the sales pitch by starting with “why us,” believing they are differentiating their company in the same way every other salesperson tried to differentiate their company. You are better off starting with the reason your prospective client needs to change. By starting with “why change,” what follows will be in context and feel natural. Following “why change” with the future state the client needs prove you understand the outcome your prospective client needs. 

If you are paying attention, the beginning of every pitch is all about the client, their problems and challenges , and the better results they need. If you want credibility, it’s better to prove you know your client and their need. Only then do you share your product, service, or solution, as it is how to move your prospective client from the current state to the future state they need. 

You save the “why us” for the end of the presentation as a way to share the resources and expertise you bring to the engagement. 

1. Start with the Problem

The first step to creating your sales pitch presentation is to start with the client’s problem . You’ll need to begin here by doing your research upfront. 

Every salesperson should know what kind of problems their prospects are facing . Unless you have only been in your role for three days, you have seen your clients' problems and challenges and what they need to do to improve their results. 

You use discovery to help your clients understand why they have the challenges they are facing. We sometimes make too much of identifying a problem. What you are looking for are the root causes that your client will need to address to be able to improve their results. 

Remember, a client that is engaged in a conversation about their current state and the better future results will have given you everything you need to know where they need help. However, you may still have to help them prioritize the initiative that will allow them to produce their desired outcomes. 

One way to ensure you’re pitching towards solving the problem or challenge is to ask the client what their future state needs to look like to succeed. That context allows you to tie what you sell to the future state. 

The best way to understand this was a phrase coined by Harvard Business School professor Theodore Levitt, who said, “ People don’t buy drills. They buy quarter-inch holes . If they could have the hole without the drill, they wouldn’t buy the drill.” 

B2B salespeople do better when they focus on the outcomes instead of their product or service. 

2. Focus on Trading Value 

My next tip for crafting the perfect sales pitch presentation is to be more than a salesperson. You should be a trusted advisor for your customers. 

It’s important to recognize that decision-makers endeavor to make good decisions but don’t always have the experience they need to make the best decision without help. Enter: You. 

If you want to be viewed as an advisor, don’t talk about your company early in the conversation—instead, focus your pitch presentation on the outcomes you can provide to the customer. 

RELATED: The Importance of Trading Value in Every Sales Interaction

The first way you create value for your clients in a sales pitch is to prove that you understand the nature of their undesirable situation and what their future needs to be like. You don’t want to start with facts about your company because you are choosing not to address the real reason your contacts are sitting in a room with you. 

The more your pitch is about your client and their needs, the more they are going to find it compelling. You want your audience to feel you know them. You want them to leave in instead of leaning back. 

Remember: You’re pitching a result, not your product or service.

3. Be Clear and Concise 

Don’t be fooled by the word “presentation” — your sales pitch presentation should not be long or too short. You’re aiming for just right. 

I once watched a salesperson deliver ninety-six slides in ninety minutes . All the slides were “why us” slides. With five minutes left, he asked the four contacts if they had any questions, and the senior leader said, “Yes. We had a lot of questions, but I am afraid we are out of time.” 

As I said earlier in the post, the average pitch presentation is about ninety minutes. But that doesn’t mean you have ninety minutes to present . The worst possible thing you can do is to use the full ninety minutes to present, eliminating the opportunity to answer questions and resolve concerns. 

Your presentation should also be clear. Remember, a confused mind will always say no. Address each subject once. The salesperson that plowed through ninety-six slides was repeating the same things over and over again. That’s not the best practice. Once you have covered a topic, move on. Use the number of slides you need and as few as possible. 

Pro-Tip: Create a slide deck driven by hyperlinks. This gives you a menu of topics you can click on to address any additional questions. This way, if something comes up, it takes two clicks to bring up a slide, regardless of where you are in the presentation. 

It would help if you always run through your presentation with people on your team. If they are confused by something you say, you can make changes. 

4. Paint a Picture of Success 

Next, ensure your presentation paints a picture of success for your customer. This goes back to the concept of pitching a result, not your product or service.

Use your pitch to describe what the customer’s life, job, or results could look like if they successfully implemented your solution. You follow your sales pitch's “why change” segment with the future state because your contacts are pursuing that state. You provide them with a vision of their future, where things are working the way they need them to. 

In a recent presentation, I used words to describe the better results the client needed, and under each section, I included a testimonial from an existing client , each of which was based on their challenges. Each testimonial provided its metrics, making it more compelling. 

Your pitch should be able to be summarized in one sentence about what your customer can achieve with your solution.

5. Prepare for Objections and Concerns 

No matter how well you present your sales pitch, you are almost certain to be greeted with objections and concerns. The salesperson who doesn’t leave room for conversation is making a major mistake. 

You need to hear and address any objections or concerns. If you need to provide more information or need to do something to address any concerns, you want to negotiate that while you are still in the room with your contacts. 

The best way to handle objections and concerns is to come armed with a strong sales script. The first time you say anything should not be while you are presenting to your prospect. You want to have good language choices for every objection, concern, or challenge. Sales scripts ensure you have the right language on the tip of your tongue at all times. 

6. Read the Room

Preparing a pitch is important, but don’t get so wrapped up in your delivery that you forget to pay attention to your prospect. If you notice your audience is ready to move on, move forward. They may not need more than they have already seen. 

Monitoring the room while delivering your presentation can be challenging, but it’s vital . Don’t believe that a person that is saying nothing doesn’t have an opinion. Looking at the faces of the contacts often reveals how they feel about what you are saying. If someone looks like they disagree, you are better off asking what would have to change than leaving the person with concerns that would cause them to vote against you. 

Following a script is important for guiding the conversation, but that doesn’t mean your pitch should be delivered robotically . You should be prepared to deviate based on your prospects interest and attention level. 

You also need to know when to let the sale go. Sometimes your prospect may not be in the headspace to hear you. 

Every sales rep needs to learn when not to deliver their pitch . This lesson is especially important when you walk into a room to find stakeholders who were never part of the conversation. You are better off asking to catch them up than providing a pitch that isn’t going to make sense to the new contacts as they lack the context. One way to do this is to ask your main contacts if they can catch them up, removing you as a target. 

Improving Close Rates: Beyond The Sales Pitch Presentation 

You can use these five master tips to take your sales pitch presentation to the next level, but to really move the needle for your sales team, you need more than just a great sales pitch.

The trick to mastering sales is always to h ave the language you need to move the conversation—and the sale—forward. My Talk Tracks offer you the perfect sales language for any call, giving you the confidence and vocabulary your team needs to close more deals. 

You can start by checking out my free resource, the Sales Call Planner . This eBook gives you the framework to execute your best sales calls and easily win over your dream clients. 

Written and edited by human brains and human hands.

Free Sales eBook: Sales Call Planner

Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism.

Are You Ready To Solve Your Sales Challenges?

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7 Amazing Sales Presentation Examples (And How to Make Them Your Own)

7 Types of Slides to Include In Your Sales Presentation

Inside the mind of your prospect: change is hard, before-after-bridge: the only formula you need to create a persuasive sales presentation, facebook — how smiles and simplicity make you more memorable, contently — how to build a strong bridge, brick by brick, yesware — how to go above and beyond with your benefits, uber — how to cater your content for readers quick to scan, dealtap — how to use leading questions to your advantage, zuora — how to win over your prospects by feeding them dots, linkedin sales navigator — how to create excitement with color, how to make a sales pitch in 4 straightforward steps, 7 embarrassing pitfalls to avoid in your presentation, over to you.

A brilliant sales presentation has a number of things going for it.

Being product-centered isn’t one of them. Or simply focusing on your sales pitch won’t do the trick.

So what can you do to make your offer compelling?

From different types of slides to persuasive techniques and visuals, we’ve got you covered.

Below, we look at data-backed strategies, examples, and easy steps to build your own sales presentations in minutes.

• Title slide: Company name, topic, tagline
• The “Before” picture: No more than three slides with relevant statistics and graphics.
• The “After” picture: How life looks with your product. Use happy faces.
• Company introduction: Who you are and what you do (as it applies to them).
• The “Bridge” slide: Short outcome statements with icons in circles.
• Social proof slides: Customer logos with the mission statement on one slide. Pull quote on another.
• “We’re here for you” slide: Include a call-to-action and contact information.

Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing.

Harvard Business School professor John T. Gourville calls this the “ 9x Effect .” Left unchecked, it can be disastrous for your business.

According to Gourville, “It’s not enough for a new product simply to be better. Unless the gains far outweigh the losses, customers will not adopt it.”

The good news: You can influence how prospects perceive these gains and losses. One of the best ways to prove value is to contrast life before and after your product.

Luckily, there’s a three-step formula for that.

• Before → Here’s your world…
• After → Imagine what it would be like if…
• Bridge → Here’s how to get there.

Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool.

It’s super simple, and it works for cold emails , drip campaigns , and sales discovery decks. Basically anywhere you need to get people excited about what you have to say.

In fact, a lot of companies are already using this formula to great success. The methods used in the sales presentation examples below will help you do the same.

We’re all drawn to happiness. A study at Harvard tells us that emotion is contagious .

You’ll notice that the “Before” (pre-Digital Age) pictures in Facebook’s slides all display neutral faces. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them.

This is important. The placement of those graphics is an intentional persuasion technique.

Studies by psychologists show that we register smiles faster than any other expression. All it takes is 500 milliseconds (1/20th of a second). And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones.

What to do about it : Add a happy stock photo to your intro and “After” slides, and keep people in “Before” slides to neutral expressions.

Here are some further techniques used during the sales presentation:

Tactic #1: Use Simple Graphics

Use simple graphics to convey meaning without text.

Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to.

Why It Works: Pictures are more effective than words — it’s called  Picture Superiority . In presentations, pictures help you create connections with your audience. Instead of spoon-feeding them everything word for word, you let them interpret. This builds trust.

Tactic #2: Use Icons

Use icons to show statistics you’re comparing instead of listing them out.

Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100.

Why It Works:  We process visuals 60,000 times faster than text.

Tactic #3: Include Statistics

Include statistics that tie real success to the benefits you mention.

Example: “71% lift driving visits to retailer title pages” (Slide 26).

Why It Works:  Precise details prove that you are telling the truth.

Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge.

Add the mission statement of your company — something Contently does from Slide 1 of their deck. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies.

They then drive home the Before-After-Bridge Formula further with case studies:

Before : Customer’s needs when they came on

After: What your company accomplished for them

Bridge : How they got there (specific actions and outcomes)

Here are some other tactics we pulled from the sales presentation:

Tactic #1: Use Graphics/Diagrams

Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture.

Why It Works:  According to a Cornell study , graphs and equations have persuasive power. They “signal a scientific basis for claims, which grants them greater credibility.”

Tactic #2: Keep Slides That Have Bullets to a Minimum

Keep slides that have bullets to a minimum. No more than one in every five slides.

Why It Works:  According to an experiment by the International Journal of Business Communication , “Subjects exposed to a graphic representation paid significantly more attention to , agreed more with, and better recalled the strategy than did subjects who saw a (textually identical) bulleted list.”

Tactic #3: Use Visual Examples

Follow up your descriptions with visual examples.

Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10.

Why It Works:  The same reason why prospects clamor for demos and car buyers ask for test drives. You’re never truly convinced until you see something for yourself.

Which is more effective for you?

This statement — “On average, Yesware customers save ten hours per week” — or this image:

The graphic shows you what that 10 hours looks like for prospects vs. customers. It also calls out a pain that the product removes: data entry.

Visuals are more effective every time. They fuel retention of a presentation from 10% to 65% .

But it’s not as easy as just including a graphic. You need to keep the design clean.

Can you feel it?

Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important.

Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis:

“Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”

Here are more tactics to inspire sales presentation ideas:

Tactic #1: Personalize Your Final Slide

Personalize your final slide with your contact information and a headline that drives emotion.

Example: Our Mid-Market Team Lead Kyle includes his phone number and email address with “We’re Here For You”

Why It Works: These small details show your audience that:

• This is about giving them the end picture, not making a sale
• The end of the presentation doesn’t mean the end of the conversation
• Questions are welcomed

Tactic #2: Pair Outcome Statements With Icons in Circles

Example: Slide 4 does this with seven different “After” outcomes.

Why It Works:  We already know why pictures work, but circles have power , too. They imply completeness, infiniteness, and harmony.

Tactic #3: Include Specific Success Metrics

Don’t just list who you work with; include specific success metrics that hit home what you’ve done for them.

Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn.

Why It Works:  Social proof drives action. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold-out items.

People can only focus for eight seconds at a time. (Sadly, goldfish have one second on us.)

This means you need to cut to the chase fast.

Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. As a result, there’s no need to explicitly state a “Before.”

Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes:

So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers .

Leading questions may be banned from the courtroom, but they aren’t in the boardroom.

DealTap’s slides ask viewers to choose between two scenarios over and over. Each has an obvious winner:

Ever heard of the Focusing Effect?

It’s part of what makes us tick as humans and what makes this design move effective. We focus on one thing and then ignore the rest. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions.

Easy choice.

Sure, DealTap’s platform might have complexities that rival paperwork, but we don’t think about that. We’re looking at the pile of work one the left and the simpler, single interface on the right.

Here are some other tactics to use in your own sales presentation:

Tactic #1: Tell a Story

Tell a story that flows from one slide to the next.

Example: Here’s the story DealTap tells from slides 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity.

Why It Works:   Storytelling in sales with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin.

Tactic #2: This vs. That

If it’s hard to separate out one “Before” and “After” vision with your product or service because you offer many dissimilar benefits, consider a “This vs. That” theme for each.

Why It Works:  It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos.

Remember how satisfying it was to play connect the dots? Forming a bigger picture out of disconnected circles.

That’s what you need to make your audience do.

Zuora tells a story by:

• Laying out the reality (the “Before” part of the Before-After-Bridge formula).
• Asking you a question that you want to answer (the “After”)
• Giving you hints to help you connect the dots
• Showing you the common thread (the “Bridge”)

You can achieve this by founding your sales presentation on your audience’s intuitions. Set them up with the closely-set “dots,” then let them make the connection.

Here are more tactical sales presentation ideas to steal for your own use:

Tactic #1: Use Logos and Testimonials

Use logos and  testimonial pull-quotes for your highest-profile customers to strengthen your sales presentation.

Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box.

Why It Works: It’s called  social proof . Prospects value other people’s opinions and trust reputable sources more than you.

Tactic #2: Include White Space

Pad your images with white space.

Example: Slide 17 includes two simple graphics on a white background to drive home an important concept.

Why It Works:  White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image.

Tactic #3: Incorporate Hard Data

Incorporate hard data with a memorable background to make your data stand out.

Example: Slide 5 includes statistics with a backdrop that stands out. The number and exciting title (‘A Global Phenomenon’) are the main focuses of the slide.

Why It Works:  Vivid backdrops are proven to be memorable and help your audience take away important numbers or data.

Psychology tells us that seeing colors can set our mood .

The color red is proven to increase the pulse and heart rate. Beyond that, it’s associated with being active, aggressive, and outspoken. LinkedIn Sales Navigator uses red on slides to draw attention to main points:

You can use hues in your own slides to guide your audience’s emotions. Green gives peace; grey adds a sense of calm; blue breeds trust. See more here .

Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva . Here’s the sizing for your image:

Caveat: Check with your marketing team first to see if you have a specific color palette or brand guidelines to follow.

Here are some other takeaways from LinkedIn’s sales presentation:

Tactic #1: Include a CTA on Final Slide

Include one clear call-to-action on your final slide.

Example: Slide 9 has a “Learn More” CTA button.

Why It Works:  According to the Paradox of Choice , the more options you give, the less likely they are to act.

Step One : Ask marketing for your company’s style guide (color, logo, and font style).

Step Two: Answer these questions to outline the “Before → After → Bridge” formula for your sales pitch :

• What are your ICP’s pain points?
• What end picture resonates with them?
• How does your company come into play?

Step Three: Ask account management/marketing which customers you can mention in your slides (plus where to access any case studies for pull quotes).

Step Four:  Download photos from Creative Commons . Remember: Graphics > Text. Use Canva to edit on your own — free and fast.

What are the sales presentation strategies that work best for your industry and customers? Tweet us:  @Yesware .

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