How To Craft The Perfect Sales Pitch
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Hi Guys, Sam Taggart, your sales expert. And I'm going to go into how to really craft a pitch because a lot of times we struggle with like coming up with our own pitch and I don't care if you're selling window cleaner to vacuums, to whatever. There's a simple formula that I'm going to teach is going to help you figure out what's your what and your why. And I have tons more training to go deeper into this. If you just click the link, we've got a bunch of free videos, so click the link and you'll get access to that. And let's dive into this. So I came up with the four s's to really figure out how to come up with a program for your what in your watt. So obviously you give your introduction, you break the preoccupation and you talk about that. But then you've got to go into what's my program?
And when I train companies, I say, create a program, whatever that is. I was out in Florida last week and I helped these guys craft their pitch. I consult companies and train sales experts and how to really structure sales presentations and things like that. And I found that these guys really just had a very basic copied everybody else in the industry on their pitch. And I was like, well, if you're the 10th guy trying to sell the same thing, that same pitch is not going to work. We need to come up with a new program. And so how I based this is I asked myself these four s's and the first one is what's the situation and what I mean by that, the situation in the door approach. Okay, so are they busy? Are they, you know, running out the door? Do they already have a system?
Have they already talked to people at.. Have they, have they already bought before or this is their first time buying? Is it a fresh system? Is it a takeover? Is it a, you know, what is the situation? Because if I approached somebody that already has a service and I'm trying to switch him over then and I just say it the same way, then I'm going to shoot myself in the foot. So I say, what's the situation? And that's how I cater my program. And it might change every single door. If you're trying to just use a copy paste pitch and you're like, well, just give me the words to say. I'm like, no. Then you're never assessing these four s's. So you've got to practice this situation. So the situation can be many different things. The second one isn't what is the saturation? Okay, so have I already knocked this neighborhood?
Have I already talked to these people? Have they talked to other competitors of mine? And I got gotta say, what's the saturation? Because if I approach it and I say, okay, this is a brand new pitch, and they've already talked to 10 people, they're going to be like, ah, already talked to you. So I got to say, Oh, I'm here because of, you've talked to probably 10 other people, I'm assuming, right? That's exactly why I am here. So the using lines like that, that says I'm here because of this is going to help eliminate some of the saturation. But if you say that when it's a fresh neighborhood or fresh contact, they're gonna be like, what? Like what are you talking about? I've never heard of this. This is brand new. So you've got to say what's the saturation? The third one is what's the sex?
And when I say what's the sex that also is the age. It's also the, a lot of different things. So it's like, okay, are they male, are they female, are they, why Asian American, Indian, black. Like what are they? And you kind of have to cater. So if I'm gonna sell a 70 year old retired dude, my product or service is going to be probably different than if I sell a brand new move in first time home buyer with three little kids. So I've got to now cater, okay, what's the sex, what's the, what's the demographic that I'm, that I'm trying to cater to. And the last one is what's the status? And when I say status, you might be selling to higher income, lower income. You might be selling to people that are decision maker, not so decision maker. You might be selling to what is the status of the individual?
And you can probe and figure that out pretty quickly by just simply asking, Hey, are you the homeowner? Hey, how long have you lived here? Is it you and spouse that lives here? You know who's the one that typically pays the bills? So now I'm going to cater. It's like, well, they're not the decision maker. I didn't have to cater to say, how do I get to the decision maker to sell them right now? And if I don't really pay attention to these four s's when I create a door approach, I'm going to shoot myself in the foot and I'm going to sound like a robot cookie cutter. Here's the script. So let me give you a simple example. Okay? So let's pick a situation. So the situation is simply, um, I'm in a brand new neighborhood with a brand new product. Let's just say it's fresh.
