Sellers who pitch before understanding the prospect's problem waste everyone's time. First assess their situation, uncover a specific challenge, and agree on what better looks like. Only then show how you bridge the gap.
Stop pitching before you and your prospect align on the fact that there is a better opportunity for them. If you do, you're in for a ton of rejection, frustration, and zeros in your bank account. Before you go into your pitch, make sure that you have agreement from your prospect on a challenge, a solution, an opportunity that they can accomplish. They may not know how they're going to accomplish those results. That's your job as a sales professional, to fill the gap, to fill the need that you've uncovered together as you assess their current situation and where they want to be, or where you can help them get to.
