I remember the first time I ever went to pitch business. I thought I had it all figured out. As a graduate of Georgetown Law School, the owner of a compelling personality (so I thought), and a professionally trained talker. I was bursting with self-confidence (Self-delusion as it turns out).
I expected to walk right in the prospect’s office and have him eating out of the palm of my hand. Boy, was I in for a rude awakening.
Within 15 minutes I knew I was in over my head. The guy began asking questions about me, my products and services, and my company that I had no idea how to answer. Simple questions like…
• “So, what do you do?”
• “Why should I waste my time buying what you are selling?”
• “Now, help me better understand what it is you do and how it will help me and my team.”
• “Why should I choose you over your competition?”