After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

Question

After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.

How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

Nabil BENIKHLEF · Accepted Answer

Base the pitch on discovery research into the prospect's customers' challenges.

Nabil BENIKHLEF · Answer

Base the pitch on what the prospect has explicitly told them in previous conversations.

Nabil BENIKHLEF · Answer

Base the pitch on the sales rep's company's proven, most successful product lines.

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