Do you differentiate between prospects or do you generalize to try and save time? 
Each prospect you are targeting has different pain points, and a key to sales is to delve deeper into each prospects precise problems. Don’t generalize these points by just saying they are working to improve the “efficiency” of their solution. What is it specifically that they are trying to improve? Is efficiency the issue because they have to go through a tedious process to enter data? Or is it that their current solution forces the user to do too much grunt work on their own? This is the insider sales information that you need to figure out, according to Doyle Slaton.
The more information you have about each prospect, the better you will meet their needs, and possibly uncover more opportunities for your sale. A good salesperson understands that each client’s needs are different. Taking the time to understand their unique pain points will allow you to market your product better. Take a step back, look at the problems they have, and then go through the attributes of your solution and try to match them up these pain points. If you focus on remedying the prospect’s problems instead of trying to sell them on something they might not care about, they will be much more likely to take a vested interest in your product.
Don’t just use a general sales pitch. Customize your conversation/pitch for each prospect in order to engage and interest them in what you are selling. If you have taken the time before the call to figure out how your product fits their problems, this should be easy. Show your prospect that your product or solution is the best one to meet their needs instead of telling them how great it is.
While this requires a little extra effort for each call, it will pay off in the form of many more closed deals. Prepare for each call, understand your prospect and their needs, and devise a plan of attack in the form of an outline that fits certain aspects of your product to their needs.
Are you well-prepared for your prospects?
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I agree with your opinion towards using a sales pitch that is fluid.
Your sales pitch should mention the key points that you are trying to get across… however, it shouldn’t be limited like a script would be. Every sale is different and you should treat it as such.
Great post. Top sales performers know that selling is about “listening” and not about “telling”. Far too many sales people get excited about their products/services and forget to ask right questions to understand and address prospects’ needs.