Not during the pitch. Not during the negotiation. Not when the deal is about to close.
But much earlier when someone else shaped the customer’s thinking before you were even in the room.
It’s not about how you sell.
It’s about where in the customer’s mindset you are positioned when they begin making their buying decision.
At Pitch Perfect, we call this Upstream Selling.
The model consists of three levels, and most sales teams are operating at the lowest one without even realizing it.
Here you can read about Upstream Selling and take the test to see where you stand.
