3 Recipes To Sell or Defend an Idea Effectively With a Pitch.
These recipes will allow you to progress more quickly in the mastery of this complex and subtle art.
You probably already know this, but I'm going to take the time to remind you what a pitch is for those of you who haven't yet grasped this concept. A pitch is a presentation of a project or an idea intended to convince an interlocutor. It gets its full name, elevator pitch, from its format: it must be condensed enough to be delivered in the time of an elevator ride with the person you are trying to convince.
The art of the pitch is to propose a simple, but not simplistic thought in a minimum of time. The framework is fundamental to a successful pitch. Whether you want to sell something or defend an idea effectively, you must master this art.
Paradoxically, this art of influence cannot be learned in school. You will therefore have to learn on the job by learning by yourself. To accelerate your progress, I suggest 3 recipes to apply to master the art of the pitch.
1. Embody your message
Your pitch only works if you embody your message. When your pitch is rejected, don't let it get you down: we all have different perceptions of reality. Being more resilient than your neighbor is not enough to succeed.
It is your expertise that will give credibility to your pitch. Thanks to small talks, you will develop the emotional trust of your interlocutor towards you. Knowing that all behavior is driven by the search for personal benefit, in the business world, you must present yourself as an opportunity for the other person.
A light and pleasant conversation on topics that are not of importance will set the stage before going further.
2. Tell your interlocutor about HIM or HER
The idea of the pitch is to arouse the curiosity of your interlocutor without scaring him or her. Be concrete and unique. At first, don't talk about yourself but about him or her. Anchor the promise and choose the battle according to his or her need.
Take care of your presentation (harmonious and without spelling mistakes!), and bring an emotion to life because a decision is above all emotional. To be effective and impactful, the pitch must be short, dynamic, and well thought out beforehand. In the end, it is important to keep quiet and let the other person speak without putting yourself in the position of a child waiting for the parent to return.
A position that requires finding the right balance between restraint and action.
3. Overcome objections
The more courage you have to express a point of view, the more you will expose yourself to objections, which are not necessarily rejection. By observing your counterpart's emotions, you will be one step ahead of his decision.
In a negotiation, your greatest power is your ability to solve the problems of the other. No one likes to feel the big sales tricks or techniques being used against them. Human beings have a strong need for control. Knowing how to sell or defend an idea, and overcoming objections is a key to success.
Again, this is not something we instinctively master. It is therefore through practice that you will master the art of the pitch. The 3 basic recipes I have just given you will get you started in the right direction. Then, it will be up to you to make the necessary efforts to become more and more efficient at pitching your ideas or the things you want to sell.