A profound shift in how you approach pitches will change the relationship to your customer fundamentally …
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Transcript
We tend to think about sales as a competition.
Speaker:Either you're going to win or the other side.
Speaker:It's about winning the pitch, making the sale, and getting the deal.
Speaker:And when we do get it, the deal is the end of the story, isn't it?
Speaker:And what a happy end for that matter, right?
Speaker:But what if you considered it to be rather the beginning of the story?
Speaker:The inciting incident of a story about a long lasting relationship with a customer?
Speaker:Would that change the way that you approach your pitch?
Speaker:Or you're ad.
Speaker:Or the conversation?
Speaker:For many of my clients, it does.
Speaker:Fundamentally.
Speaker:Instead of using up trust to make a deal, they shift to building
Speaker:trust to enter into a relationship.
Speaker:It immediately rules out hyperbole and favors the truth.
Speaker:Telling a true story about the things that you care about is what builds trust.
Speaker:Investing the empathy to relate it to what matters to our audience
Speaker:is what creates resonance.
Speaker:And resonance has no end.
Speaker:There is no winning.
Speaker:The whole point is to keep resonating.