Pitch Perfect

Question 1

Steps of Service

Answer 1

Approach with a warm, customized welcome
Probe politely to uncover needs
Present a powerful, relevant solution that meets customer needs
Listen for questions and/or objections
End with a fond farewell and invitation to join or reconnect

Question 2

Let us revisit - Brand TOV

Answer 2

Speaking with Passion:
Behind everything we do and say lies our core passion for physical retail.

Speaking to Empower:
Bridging the gap and building a win-win-win solution — together.

Speaking to Connect:
We speak with a voice that’s meant to connect.

Question 3

Let us revisit - Building Trust & Probing

Answer 3

POSITION: preface your inquiry with the reason behind your question
PERMISSION: ask if you can ask a few questions
PROBE: after their response, ask your question(s).

Question 4

Let us revisit - Elevator Pitch

Answer 4

Connected Retail in 30 seconds.

Understandable: Everyone hearing your pitch should get a proper snapshot of your company, product, or service. Avoid tech talk at all costs.

Concise: The pitch should be brief and straightforward, and preferably something you can say in one or two breaths.

Memorable: State clearly who you are and what you do. Add memorable elements to maintain the interest.

Attractive: Show that you have a strong value proposition and tailor your solution to your audience.

Question 5

Essential tips for Cold Calling & Emailing

Answer 5

Prospect                                                                                      
Research
Make Initial Call or Email
Qualify
Pitch
Close

Question 6

Essential tips for a successful partner communication

Answer 6

Identify and prioritise key partners
Understand and align partner expectations
Proactively resolve disputes
Highlight if there is an action needed from their side
Use brand tone of voice

Question 7

Essential tips for Personalisation

Answer 7

Showing genuine interest in them/their business
Humility
Find common ground
Share your story and listen to theirs

Question 8

How to begin a cold call?

Answer 8

Carry out pre-call research
Write your script
Find a schedule that works

Question 9

Essential tips to explain difficult topics to potential customers

Answer 9

Understand your audience
Define your terms
Tell a story or give examples
Compare and contrast

Question 10

Essential tips to handle objections

Answer 10

Active listening
Use empathy to validate concern
Use evidence to alleviate concerns
Follow up with open ended questions

Question 11

Essential tips to pitch

Answer 11

Do preliminary research
Shadow other team members 
Personalise
Be confident 
Highlight past success
Be authentic

Question 12

The mindset of successful salespeople

Answer 12

Optimistic & Enthusiastic
Competitive 
Confident 
Relentless 
Thirst for Knowledge 
Systematic & Efficient 
Adaptive & Flexible

Question 13

Let us revisit - Research & Planning (Building connections with prospective retailers)

Answer 13

Personalisation
Show genuine interest in them/their business
Humility 
Find common ground (i.e. news & events)
Share your story & listen to theirs

Question 14

Let us revisit - Storytelling Connected Retail

Answer 14

Why was CR created?
Who are we?
What’s been happening in the retail world in the past 5-10 years? 
What is our mission?
What do we believe in/stand for?

Question 15

Let us revisit - Handling Objections

Answer 15

Acknowledge, Align, Assure

Question 16

Let us revisit - Closing Techniques

Answer 16

Follow up
Proactively ask for commitment and time frame
Send communication and summary immediately after
Share contact information for follow up
Using leading language
Check for understanding on top concerns
Gut check barriers/roadblocks from conversation

Question 17

What makes a Perfect Pitch

Answer 17

There is no such thing as a ‘Perfect Pitch’. Success is given by practicing a set of skills and finding your unique style and voice. Here are some attributes that make a great pitch:

Short
To the point
Tailored
Engaging
Passionate