Invert Your Sales Pitch: Pitch Like a TV Producer
One of the best ways media salespeople can improve their sales is by changing how they present solutions to prospects. Traditional sales presentations are boring. They outline what the prospect’s problem is and how the publisher can fix it. Prospects know what their problems are. What they really want to know is how publishers can offer unique solutions for their needs. That’s why media salespeople need to flip the script of their sales presentations and craft a pitch. In television, a pitch tells a story and sketches out all of the possibilities for the show. Likewise, a sales pitch should excite the prospect and create a compelling vision for the future.
In the following half-hour course, Andrew Davis, Reboot’s Chief Media Alchemist, will teach media salespeople how to pitch like a TV producer and sell bigger deals more often.
In this video, you’ll learn:
What Makes a Sales Pitch So Powerful (6:50) - There’s a big difference between crafting a pitch and presenting a solution. A pitch is tailored to the prospect and conveys the possibilities of the future. Davis explains how embracing the pitch can help media salespeople sell bigger dollar amounts to their prospects.
How to Simplify Your Pitch (11:40) The art of the pitch is about simplifying the message for the prospect. In television, TV producers use log lines to quickly convey what the show is about. If the person they are pitching is not interested, they can move on to the next meeting. The more meetings salespeople can have, the better. Here Davis explains how to create a compelling log line.
The 5 Rules of Pitching (16:00) - Shortly after Andrew Davis co-founded his agency TippingPoints Lab, he and his partner realized they weren’t closing as many deals as they thought they could. So Davis and his partner created five rules to improve their sales pitch. As a result of these changes, TippingPoints Lab grew its revenue 800% in 12 months. Here Davis lays out his five rules for a successful sales pitch.