I’m a salesman and have been since I hawked peanuts on the Ocean City boardwalk. I’m addicted to “the pitch”. I love writing them, watching them, and critiquing them. Many people get upset when a “trainer” comes on to give an educational talk and finishes with an offer to buy books, tapes, coaching, et al. Not me; I love it. It gives me an opportunity to study someone else so I can better perfect my “pitch”.
The best pitch is the one that isn’t noticeable It builds value and ends with a call to action that has the audience swamping you. Rather than “asking for the order” it is so compelling that the prospective customers beg to buy what you’re selling- I saw one of those yesterday.
Lender (and Unchained graduate) Scott Schang invaded San Diego yesterday and presented to the East County Board of Realtors about a niche loan product. He gave starving REALTORs a juicy cheeseburger. Scott invited me to both attend and critique his presentation yesterday. He kicked butt but I spotted a few things he might improve.
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