Avery Williamson, Marketing Coordinator – Agile Rising
Sales is the science of convincing people to take action.
Great sales–great convincing-someone-to-do-something-ism–is all about taking someone from one mindset, to another.
Agile transformations can operate similarly. At the root of all transformations, there is a burning need to go from one way of being to another.
People want to be more efficient, save more money, learn how to better adapt to change, stop starting projects, and start finishing products…. lions, tigers, bears, oh my!
At the root of all of these reasons to change, at the root of all of these “I need to take action” moments, is a desire to adapt and improve. So why wouldn’t you make your three-minute-pitch centric to agility’s remarkable ability to adapt to rapidly changing environments?
As a change agent, you need to sell the need to transform. Your three-minute-pitch is your one shot to display the need for change to leaders in your group. So why not make that chance worth their time? Check out these tips and tricks to help you ace your three-minute-pitch.
Lead with your anxiety
The best salespeople are honest salespeople. Lead with your anxiety. Be honest about where you are at, what you are bringing to the table, and your worries. How refreshing would it be to have an interaction with a salesperson who actually has an equitable, honest conversation with you?
Depending on your context, this can be a lot of things. You may be concerned you won’t connect with your audience…concerned that you won’t have enough time to explain everything etc.
Leading with your anxiety about the pitch is a way to take down the barriers between everyone in the room and open the floor for an open conversation.
Don’t talk poorly about the trade-in (the Cost-Benefit Analysis Close)
All great car salespeople know, you never talk poorly on someone’s trade-in. When a salesperson talks poorly on someone’s trade-in, it means they fail to understand the power of the cost-benefit analysis close.
All the cost-benefit analysis close should do is as follows: you are currently here, you could be here. These are the risks and benefits of your current situation. These are the risks and benefits of my proposed situation.Here is how we can get there together.
Really great salespeople always include that final together. Because change is scary, and people need a partner in transformation. Not a one-time sales interaction. When you reveal to your decision-maker that you are their partner in the transformation you gain trust. In all major changes, trust is worth its weight in gold.
Context matters
People buy things because it solves their problems…not because the thing you are selling solves a problem. Great salespeople know that context matters. In your three-minute-pitch, pick a few context-specific situations and show decision-makers how what you have to offer could address those contexts.
Being context-centric in your pitch helps decision-makers how the transformation will help them. Which is really why they’re listening to your pitch in the first place.
It is ok to use other examples but being context-centric in your pitch allows you a leg-up on alternatives.
The three-minute pitch is an exercise in our Implementing SAFe® course. Want to learn more about how you can become a better change agent? Check out the course schedule!
