How to Pitch and Persuade

07/28/2016 00:06:20 to watch
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Entrepreneurs are pitching all the time. There are lots of ways to do it better. Framing your powerful presentation as an invitation to collaborate can help you convince others.

Suggested Readings

Founders School || Leadership and Motivation || How to Pitch and Persuade || Impact Guide (PDF).

Pink, Daniel. 2012. To Sell is Human: The Surprising Truth About Moving Others. NY: Riverhead Books. Chapter 7 "Pitch".

Wortmann, Craig. 2006. What's Your Story? Evanston, IL: Sales Engine, Inc.

Guber, P. Four Truths of the Storyteller. Harvard Business Review. 2007.

Watch commencement addresses by Steve Jobs (Stanford, year), J.K. Rowling (Harvard, 2011), and Oprah Winfrey (Harvard, 2013). Observe the stories that they weave during these speeches. Can you find compelling stories in your own experiences?

Here's a fun assignment: go to and select 10 TEDTalks to watch. Over the course of a few days, watch all 10. As you are watching them, count the number of stories that get told and note whether the stories are "success, failure, fun or legend stories." Reflect on which stories had the most powerful effect on you. Ask yourself; Why did that story affect me the way it did? Now, in conjunction with the Story Matrix(℠) exercise in a related module, begin to build your story 'quiver' so that you will have more impact in your sales meetings.

Questions for You

What have been my most effective pitching strategies? Why?

What new things could I try?

Questions for Your Team

What can we do to enhance the pitch for our company?

Tools and Exercises

What’s your one word equity?

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