Why there's no "P" in "itch"
Using the word "pitching" puts us and our colleagues in the wrong frame of mind.
Isn't it time we dumped - or at least used more appropriately - the phrase "pitching"? Consider the real thing in baseball, where the phrase came from. We're likening our interactions with prospects to throwing a hard object, from us to them, at a hundred miles per hour! Quality sales interactions are a two (three, ten...) way affair and are rarely aggressive in any way.
There's no "P" in "itch" and it'll stay that way. Disagree?
1 comments:
Interersting point. Our sales training often refers to "throwing the ball to your client" which is an extension of the pitch idea, trying to make it sound softer. I don't like this terminology. It makes out that as a sales person it is your duty to push things at clients - throwing/pitching - when in fact the sales process should be much more about you encouraging the client to give things to you that you can then mould into a solution. A better way to explain the modern day successful sales approach would be to see it as an exchange of ideas rather than sales throwing things at clients. Why do we, as salespeople, feel the need to downgrade our role as consultants?
Post a Comment