{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Sales for Nice People Podcast","title":"EP 196 - Diagnose, don't pitch","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/886cfbe3\"></iframe>","width":"100%","height":180,"duration":207,"description":"Yes, there are still people out there who teach that you should have a compelling pitch. And I suppose they also teach you that if you don't get the sale, your pitch wasn't good enough. Or maybe it wasn't a match between you and your buyer. What those fools don't tell you, is that pitching is a terribly ineffective - and unpleasant - way to sell. Nice people don't pitch. Instead, we ask questions, all the way to the decision. Get my help asking your buyer those questions with a subscription to Deal Diagnosis X-Ray coaching: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme","thumbnail_url":"https://img.transistorcdn.com/uVMQHUuWYvVFR9AEYIePMNQKjTsTeeXM0Cvv6xeQcyI/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9mOGQy/OGViZDA5MzgzOWQy/ODM5Mzg4NDdhOWNl/NjdhNy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}