{"id":41360,"date":"2021-07-09T13:22:00","date_gmt":"2021-07-09T17:22:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=41360"},"modified":"2021-07-20T13:37:06","modified_gmt":"2021-07-20T17:37:06","slug":"sales-pitch-tips","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/sales-pitch-tips\/","title":{"rendered":"Sales Pitch Tips to Get More Buy-Ins"},"content":{"rendered":"\n

What makes a great sales pitch? How do you introduce your idea in a way that grabs your target\u2019s attention and sustains it all the way from start to finish?<\/p>\n\n\n\n

According to Oren Klaff, the author of Pitch Anything<\/a><\/em>, there are two elements to holding the attention of your target audience while making a sales pitch: desire and tension. Desire is triggered when there is a prospect of the product or service improving their life in a significant way. As for tension, it comes from conflict: when the target feels rejected and accepted at the same time.<\/p>\n\n\n\n

In this article, we\u2019ll discuss some sales pitch tips<\/a> on how to grab your prospective buyer\u2019s attention and elicit interest in what you have to offer.<\/p>\n\n\n\n\n\n\n\n

Understanding Attention<\/strong><\/h2>\n\n\n\n

In order to effectively command your target\u2019s attention\u2014not just spark her interest, but hold it\u2014you must understand the factors that control attention. A person is paying full and close attention only when she feels both desire and tension. <\/strong><\/p>\n\n\n\n

These feelings are controlled by two specific neurotransmitters in the brain<\/a>. Dopamine is the chemical of desire, curiosity, and interest. It can create interest<\/a>, but by itself it\u2019s not enough to hold it. Norepinephrine is the chemical of tension and enhances the effects of dopamine by threatening to take it away. Below are some sales pitch tips on how you can use these reactions to craft a winning sales pitch.<\/p>\n\n\n\n

Desire<\/strong><\/h3>\n\n\n\n

Desire is your croc brain<\/a> telling you that this thing in front of you will improve your life or your chances for survival. <\/strong>It is one of your brain\u2019s most primitive responses, and in order for your pitch to be successful, you must create a feeling of desire in your target. Without that urge, your pitch fails. <\/p>\n\n\n\n

Dopamine is released when you come across something new. <\/strong>New things are pleasurable: the anticipation of something new causes us to anticipate a reward, which releases dopamine. <\/p>\n\n\n\n

Dopamine is also released when you\u2019re presented with a puzzle. <\/strong>We enjoy figuring things out. As discussed earlier, the croc brain likes simplicity. But at the same time, if something seems overly<\/em> simple, it\u2019s boring. Our brains like a bit of a challenge.<\/p>\n\n\n\n

Dopamine does have a dark side: Too much of it triggers feelings of fear and anxiety. <\/strong>Consequently, you need to get the balance right. <\/strong>You want your pitch to be novel enough to spark curiosity, and complex enough to spark interest, but not so<\/em> novel or complex to trigger anxiety.<\/p>\n\n\n\n