A Pitch Paradox
Recently I was asked to speak to a group about the topic of pitching and I shared something that was a little off the beaten path.?
I spoke to the group about how I had learned about all the "correct" ways to pitch early in my business and used many of them with little to no results.?
I also shared how in conversation I discovered something that caused me to never pitch again.?
And when I did this thing, I got even MORE business from it.?
I learned that the best way to pitch was to spend a lot less time talking about the solution I had and way more time talking to people about their problems.?
So I stopped pitching but started getting the results you would expect from someone who was pitching all the time.?
Now to some this may seem ridiculous, but when you really break it down most of us have a desire to talk about our problems and understand those problems.
?I like to say that in order for someone to consider investing in a transformation, they should first have a...
Revelation.?
Revelations often come from understanding what the problem is and then we become very curious as to how to solve it.?
So over to you.?
How often are you pitching??
Is it working for you??
How often are you getting into deep conversations with your prospects about their problems??
Could you be doing more of that??
Something to chew on.?
Excelsior!?
Pushing the Limits of Human Possibility | Speaker, Author, and Community Leader for Healers
6 个月YES! Understanding creates Connection... and understanding comes from Curiousity.
Disruptive Big Thinker & Language Artist | Interfaith Minister | Personal Advisor to Visionaries & Leaders
6 个月Love this!! ??
Fun "Anti-CRM" for Solo Consultants Who Hate "Selling" but Love Serving Clients. Put the "relationship" back in CRM: conversations, referrals, follow-up, lead magnets, proposals. Host of the Sales for Nerds Podcast ????
6 个月Amen. Describing the real problem behind the symptom so the other person can understand why what they tried didn’t work is very powerful.
Video & Audio Production at Jon Goehring Voiceovers
6 个月Every problem is going to be unique, which requires the essential skill of listening. Since when did sales people get the reputation of being slick talkers and not deep listeners? That's what we need to do more of, to truly understand the problem and see IF our solution is valuable.
RN l Passionate about the Rev Cycle Patient Experience l Early Out & Bad Debt l RCM
6 个月Great advice. Assuming you know the problem and the solution without asking questions and genuinely listening leads to a mismatch in problem solving...and likely the sale.