Stop Pitching without a Catcher

As I was reading my "Daily Impact" from Bob Burg this morning, I was driven to reflect on the many people who have invited me to connect, only to immediately pitch me on the services without knowing anything about my purpose, my vision, or my mission

Bob Burg and John David Mann wrote in GO-GIVERS SELL MORE, "Important: Even online, people don’t do business with and refer business to those 'computers' they know like and trust, but rather with those people they know, like, and trust."

​"And this 'know, like, and trust' is always the result of relating to people in a very 'human way.'”

There are three considerations in any presentation that affects sales when the seller has not built up a level of trust at any level as they focus on need.
-> Need - Pitching (and I hate to be pitched) someone because you believe they need it is failing to learn if you have a prospect in the first place. It is an assumption.
-> Want - Once a need is determined (and that comes from them, not you) you must learn if there is even a desire to act on the need.
-> Will - Once the desire for the service or product is determined, you must learn if the prospect needs and wants it badly enough to take action. Before asking for the sale, determine the will.

Sellers are best served to learn their purpose. Zig Ziglar, for example lived out his philosophy of, "You can get everything in life you want if you will just help enough other people get what they want."
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Playing catch as a kid, I learned that two people are needed, a pitcher and a catcher. If what you are throwing is not being caught, perhaps you need to spend more time understanding what makes someone else want to catch what you are pitching.