The Pitch Episode 27: Assume the Sale before a Fail
Our minds can do amazing work but your mind can also work against you. Learn how to turn off that inner voice of self-doubt and offer it up as a solution for the person you are pitching so you can close the deal.
Assume the Sale before a Fail
Self-doubt is a huge hurdle in pitching. Our minds can do amazing work but your mind can also work against you. It’s a common mistake to give up just moments before you close a deal. You may think someone’s not interested in your offer because they are being challenging and pushing you to get more details, but it may also mean that they are trying to make a decision and this is part of their process. Don’t give up! Before you give up on pitching someone, stay under the assumption that they do want what you are offering them and ignore the voice in your head that is trying to talk you out of following through. That inner voice might be saying: “they are too busy” “they can’t afford it” “they don’t want to learn something new” or “they don’t like you.” Instead TURN those intuitive self-doubts into solutions for the person you are pitching by offering: “let me save you more time,” “I’ll match the price of my competitor so you can get started now,” “l can make the transition seamless for you,” “I feel like I may be annoying you, but I really do want to be an asset.” “The Pitch” challenge today: Start a list of “Assume the Sale Wins.” Any time you close a deal because you did not give up, but almost did, write the date, circumstance and journal how you overcame your self-doubt. Reference this list anytime you are feeling discouraged in pitching as a reminder to not give up and that an “Assume the Sale” mentality can pay off in the final inning when you are pitching.
Do you use unnecessary language?
How can you shorten your follow-up by being more direct?