Selling customer experience: art of the pitch

1958 award-winning ad for McGraw-Hill via Dan Pink

The key to galvanizing your audience with a good story is to make listeners feel that they can be heroic. When good salespeople prospect and pitch, they must be alert to the stories running through their customers’ minds. What is their internal hero story? What do they wish to achieve through this sale? Whom do they wish to impress? What kind of person do they hope this sale will help them become? ~ Philip Delves […] Read more »