When you’re prepping for a sales pitch, what you’ve heard is more important than the actual concepts you’re going to present....have you listened to the surface problem, spent the time and intention to “translate” that problem into an underlying need, and incorporated that language into your process?
When people see their own words as part of your process, they feel recognized, valued, and heard. That builds trust with the client and the focus then becomes not so much on the details of what you’re presenting, but on the relationship that you’re developing.
They know that you’ve not only heard their vision, but you understand it too. And when you understand it, you can be a part of the team that executes that vision.