Do you “pitch” to prospects?
We may have a difference of opinion on this subject. My very strong opinion is you should drop the word, pitch, from your vocabulary. In my mind, it has a very negative connotation. To me it means speaking to the old-fashioned arm-twisting style of selling.
The biggest drawback to “pitching” is that you focus on one idea rather than leaving the possibility open to many avenues for potential business. The better approach is to listen first, clarify for better understanding and ask further questions of your prospect to determine where all of the possible avenues for business may be.
By changing your mindset from being closed and pitching only one idea to being open to unlimited possibility, business development will be a whole lot easier. You will attract prospects to your relationship building style and they will convert to clients helping you to close more sales.
Taking a leadership stance by conducting appointments where all parties are equal will make a marketing statement of ease for doing business with you. In turn, you will experience a very Smooth Sale!
