One of my clients recently said this – and this fear of “the pitch” is common in all sizes and types of organizations. On a board and asked to raise funds? Ouch, I’ve got to – like – ask my friends for money?? Looking for funding for your start-up? Yes, you’ve got to “pitch” to investors or banks. Trying to generate revenue from your business? Yep, somebody (and more than one body) needs to buy from you.
But, here’s the thing. The less you focus on “selling” the more you’re likely to close the deal. The old hard sell (and cold calls) just don’t work. So, relax. You don’t have to be a “killer” sales person. Focus on connecting with the person, having an interesting conversation. Personally, I find the less I worry about the so-called pitch, the more business I close. So, by all means fine-tune your value statements, learn how to listen, learn how to write a presentation or plan that fits the audience…but forget the canned high-pressure sales jabber.
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