The anti-pitch

What makes a good sales pitch? If you’re selling to the corporate market, let me be frank with you: nothing. There is nothing in the whole wide world that will make a good sales pitch.

Corporate decision-makers despise pitches. Everyone they meet spouts platitudes about their wonderful products, incredible technology and exceptional customer service. Or — even worse — they babble on and on about their amazing credentials. When you have the opportunity to meet with a corporate decision-maker, remember that a pitch is like the plague. They’ll run from you as fast as they can.

So what should you do when you meet a decision-maker? How about sharing a real-life example of how you’ve helped a similar customer achieve his goals? How about talking about how key industry trends are impacting your prospect’s business?