Pitch Release – Script Release

“The goal of marketing is to know and understand the customer so well that the product or service adapts to it and sells itself.” -Peter F. Drucker

What is a release?

It is an attempt at a logical series of steps to arrive at a result.

What is a script?

See: tone. The same thing.

Scripts/presentations can be helpful in two ways: Number one, a script can be helpful in learning something new. Number two, it can be used to persuade the writer of that script, because that’s who it’s really designed to influence.

Otherwise both are useless.

Now, here is the alternative route that you will find millions of times easier, more effective and more efficient…

The ultimate alternative to scripts and pitches: Persuasion.

What is persuasion?

Persuasion is understanding the customer so well that the product or service suits them and sells itself. It’s rapport, and it’s giving someone exactly what they want.

What do you want most? I’m going to give it to you. If you sense that I’m going to give you what you want, and it’s exactly what you want, and it makes you feel really good, and you’re really excited about it, are you going to buy it? Yeah.

It’s like entering you, and giving you the idea that this is what you want to do, and just like it comes from you, you say “yes, sure, I want to do it”.

Sometimes the pitches are useful to give you a general series of points you might want to cover, so you might want to make a list of things you want to mention.

For example, if your prospect is going to sign an agreement, they need to know what’s in the agreement, they need to know what they’re agreeing to, so there are a few points you might want to make sure to bring up.

And (now, this is where persuasion comes in) you’re always going to bring those points up in light of what?

The CRITERIA of your prospect. its highest values. What they want.

We use elicitation criteria so that we can match your criteria to our product. That is our only intention in life. If your criteria equals my product, will you own it?

Yeah.

Our job is to marry the person’s values ​​to our product/service (or to ourselves, if that’s what you’re selling, and to some degree you’re always selling yourself).

That is exactly what we are trying to do. We do it with intention, rapport, intention, criteria, intention, putting it all together.

Everything you say, everything you do, everything you are about when you’re with that person is putting your stuff into their criteria, making them see how their criteria is exactly what you have, you are the only place where they can get that criteria places. That’s it, that’s all there is to it.

If you were using a shade before reading this, great. But now that you have even the slightest basic understanding of persuasion given this context, it’s time to ditch the pitch.