Listening to his college-age neighbor's door-to-door sales pitch made consultant Joey Asher think about how many new business presentations are little more than "capabilities presentations" -- they give a sense of credentials but don't speak to client needs. Companies hire lawyers for one reason, Asher says, and that's to solve business problems. And if your pitch doesn't propose a solution, you're screwing up. Asher then describes the one thing that great sales presentations focus on.
July 11, 2008 at 12:00 AM
1 minute read
The original version of this story was published on Law.Com
One of our neighbors, a college freshman, is spending the summer selling Cutco knives door to door. We heard her pitch, and she did great. The knives are impressive. We bought several.
But it struck me that most new business pitches are no more sophisticated than my neighbor’s Cutco pitch.
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