A follow-up of understanding the customer’s problems is the preparation of the sales pitch. In this, the focus needs to be on point solutions to the specific problems they are facing. Ideally, one should look for solutions created for other similar companies which could be presented as case studies. For each problem, a couple possible options could be presented.
As part of the process of preparing the pitch, it is helpful to understand the ground realities. This means, that if it is a retail customer, a visit to the shop floor can provide useful context. Similarly, for a bank, a visit to a branch can open up new perspectives which can bring an additional dimension to the solution.
In many meetings, I like to give personal examples. This helps make it more real. These stories are the ones that leave a lasting impression.