How to Get Your Prospect To Engage with You During a Sales Pitch

One of the best ways to make sure that your sales pitch is interactive is to send the prospect something ahead of time with a note saying, “We can discuss this during our meeting.”


A consultant I work with is involved in helping pharmaceutical firms comply with FDA rules. When they’re hired, they engage in highly complex compliance programs. He says, “When we go in for a sales presentation, we always send ahead a plan for how we will spend the first year of our engagement. Even if they don’t read it, it gives us something to discuss with them. It helps make the pitch more like a work session than a pitch.”


Virtually any business can use this tactic. If you’re an attorney, send ahead a brief outline of thoughts on how to approach winning the lawsuit. If you’re an architect, send ahead design ideas that your listeners can react to. If you’re a software engineer, send ahead key issues with the software installation that you’d like to discuss.


And don’t worry too much about sending out something that the prospect won’t initially embrace as the final answer. The point here is not to send out a perfect solution. The point is to give something that will get the conversation started, transforming your presentation from a pitch to a working session.

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