🙊 Say Less

​When pitching, we often feel we must tell the prospect everything. But why?

Daniel H. Pink’s To Sell Is Human provides an interesting take — that this thinking is outdated, from an age when buyers couldn’t do their own research on the internet.

Pitches used to be about educating. But now, they’re about offering something compelling and having a conversation. Ideally, it results in a mutually beneficial agreement.

Pink writes,

The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you. In a world where buyers have ample information and an array of choices, the pitch is often the first word, but it’s rarely the last.