Be the first to like this
We get asked all the time about why some sales never happen. Have you heard the famous "Let me think it over?", probably many times. This is not really a desire to think it over. It’s a desire to back out politely without hurting your feelings. It often happens when you are not connecting with the true driver of this meeting: the customer’s pain. Are you solving the right business problem for the customer? If you can’t demonstrate that you can understand, let alone articulate their pain, but you’re eloquent at pitching, then you’re not adding value or helping the customer identify the solution. We recommend before getting an elevator pitch or talk about your product, identify the business problem and make sure you understand it. You can’t help then don’t pitch. As easy as that.