When creating a pitch we often think about how we can improve the life for our customer. But if you’re really interested in closing deals faster consider including the “third-box thinking” which allows you to think of your solution from your customer’s point of view.
Your customer is likely buying the product to make more money, save more time, or gain more of their own customers.
By thinking from your customer’s point of view, ask yourself, if I purchased this product or solution, how would that improve my business? Use the points that you are able to come up with as part of your pitch.
When you think about your customer’s customer, you can close more sales because now you have created the stream of thought for them.
Do you agree with Kim? Should we pitch for the customer or the customer’s customer?