The Pitch – The small Common Ground

When selling your idea there is usually only a small area of common ground between you and the person you are selling too. Rarely is this common ground understood as the same thing.

You might be selling legal services but the customer is buying peace of mind.

You might sell bridge engineering but the customer is buying smoother traffic flows.

If you know that the customer is going to buy a different version of what your selling, change your pitch to sell what they want to buy.

The competition who keeps beating you is doing this.

Cheers

Darren

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