The Pitch Episode 53: Fight Fire with Acknowledgement, Sensitivity and Compassion

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You can really burn a contact if you fight fire with fire. Learn how to use these three weapons during your next firestorm confrontation and you’ll be better equipped to manage the blaze and avoid getting burned.

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Sometimes we forget that people are just people. Everyone has good days, bad days and days where they are just not feeling like themselves. It’s important to be sensitive to this especially when pitching. If your pitch gets returned with a furious response, remember you don’t have to reply right away. Sometimes it’s better to not fight fire with fire or you’ll really burn a contact. In fact, the best way to fight fire is with acknowledgement, sensitivity and compassion. Recognize that if the person you are pitching took the time to scold you on an email or yell at you on the phone, they must be really having a bad day, and as a result projecting that frustration on to you, whether you deserve it or not. Learn to pause before you react and give yourself permission to not respond for 24 hours, if possible. When you are ready to reply, keep it short, simple and be sure to acknowledge their frustration. Above all show sensitivity in your communication and be compassionate by letting the person you are pitching know you care more about your relationship with them, than what you are trying to push in your pitch. “The Pitch” challenge today: practice being more sensitive to those around you and start recognizing warning signs of frustration. The best way to do this is to start listening more, and become reflective in your response to show you’re really hearing what they are saying. For example, if someone snaps, “I’m right in the middle of something and can’t talk,” then reply, “I totally understand and sorry to catch you at such a bad time, I’ll circle back to you later when things calm down a bit.” Acknowledgement, sensitivity and compassion. Use these three weapons during your next firestorm confrontation and you’ll be better equipped to manage the blaze and avoid getting burned.

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