Focus on Prospect’s Problems

In a pitch, don’t waste time telling prospects how smart you are. Focus everything on the prospect’s problems.

They won’t start listening until you tell them how you will solve their problem.

We often want to brag about all of the bells and whistles our company can bring to the prospect.  We want to tell the prospect just how excited we are to be pitching the business.  None of this is heard very well by the prospect until you rephrase that language as a benefit to them.  This includes showing off how smart you are.  No one cares.  It never plays well.

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