ACING THE PITCH; NAILING THE SALE, LANDING THE JOB
Let’s say you’ve got a shot at launching a new initiative, landing a new position or simply pitching a new idea to your company. Whatever you do, don’t fall into the pit that I’ve fallen into a million times. It’s the “This is so good, you ought to want it” pit.
The thing is, we get so excited, so passionate, so convinced that we’ve got the greatest idea in the world (and hey, maybe we have…) that we forget to ask our “audience” what the heck they’re out for, what “good” looks like to them, what they’re vision is. And as a result, we blow what might’ve been a major win.
Listen, I’m a great fan of exuberance, passion and conviction – without those traits, few games are changed. But there’s something we need to add: We have to speak into the “listening” of our audience. We’ve got to know what they’re committed to, what worries them delights them, moves them.
And then, we’ve got to fashion our request, our recommendation or our brand of talent – as a means to bring their vision to life. That means we have to do our homework, put our egos (“And then I wrote…”) on the back burner and lead with, “I know how absolutely critical it is to you that this company… (fill in) and that’s why I’ve developed…(fill in) and why I feel I just might be the person to lead …(fill in)
After they’ve “got it” about how you “get it” about them, they can relax and actually listen to you. The moment that happens, you’ve at least doubled, maybe tripled, your chances of success.
Bottom line: It’s not about you. It’s about a game-changing possibility you’re offering. Think of it as a “gift” your giving to someone who truly deserves it.