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As Dan Pink continues in "To Sell is Human" he shifts now to the actions we need to take in order to sell to someone. He says that the first action that we need to take is to Pitch. He says the pitch is the ability to distill one's point to a persuasive essence. He says that the pitch is not only dependent on the one who is pitching but also on the one who is catching. The one who is catching needs to feel like they are invited in to collaborate with the pitcher. Once they feel like a collaborator their odds of rejection diminish.
Therefore the purpose of the pitch, according to Pink, 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. He says that originally it used to be the elevator pitch was the hallmark of pitches, but given that access to people is much easier as is the glut of information that that person is receiving, there are six new promising pitch types:
Monica Thakrar has over 18 years experience in business focused mainly on strategy, change management, leadership development, training and coaching resulting in successful implementations of large scale transformation programs.