Chapter 8

Let's Pitch a Deal

Your deal is now perfectly packaged; you've established that it fills a void in the marketplace and you've created solid connections. What's next? It's time to pitch your deal. Have you ever gone to market with what you thought was a well-prepared sales call, but you didn't close the deal? Could it have been the way you pitched the deal that made them walk away?

In this chapter, we'll cover how to dot all your i's and cross all your t's so the client concludes your deal is the best one. Often pitches fail because of fear. If you can prepare yourself by planning for success, you will succeed.

There is nothing final about a mistake, except its being taken as final. . .

—Phyllis Bottome

You've all heard the expression, “You never get a second chance to make a first impression.” Because you only get one shot at your first pitch, it's critical that you anticipate everything that can go wrong. It's human nature to think of all the things that can go right: “I'll get this sale and then I'll make quota. My commission check will allow me to buy that new dress I've been eyeballing. Maybe now I'll get that promotion I've wanted.” But don't let the buggy get before the horse. Here's an example of a perfect pitch that went terribly wrong.

Case Closed

The Cancer Club had been in business for several years before we developed enough products to have a full line to offer retailers, wholesalers, and so on. One of the primary markets where I thought we could have a ...

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