Ditch the Pitch

."Pitch"

Defined as:

"a form of words used when trying to persuade someone to buy or accept something."

I always used to refer to 'pitches'...

"How did your pitch go?" etc.

But the connotations the term conjures up, as defined above, implies a "push" effect rather than a "pull".

Pursuading.

Convincing.

It's old school selling.

The greatest method of selling doesn't feel like 'selling' at all.

Not in the conventional sense anyway.

It's the act of pulling someone in.

Not chasing.

But attracting.

Fundamentally, people only ever persuade themselves.

So it's a salesperson's job to facilitate that process.

And the best way of doing that?

Through a collaborative approach, working things through...together.

*Problem solving, exploration though intelligent questioning, active listening, critical analysis...and by offering objective insight in the client's best interests.*

This is what we should be aiming for.

Not stood on a soapbox 'pitching' your wares in order to 'persuade'.

The best salespeople seem like they've become part of the inner circle during a meeting.

Not an external party who has to "pitch" as if auditioning as part of a beauty contest.

That's an 'us' and 'them' approach.

When what we should be aiming for is close collaboration.

Partnership working.

It feels intimate.

The salesperson becomes the trusted adviser, good counsel, and someone who can be confided in.

It's organic, natural, unforced.

It doesn't feel like 'sales' at all.

But more like a strategic partnership.

Your client won't even think twice - by the end of the meeting you've already become part of their team.

No close necessary.