7/16/2025-The 5-minute pitch meeting

Written by

Neil Monnens

in

Daily Quote

“Success doesn’t necessarily come from breakthrough innovation but from flawless execution.” Naveen Jain
SKILL

Even before Covid brought universal acceptance to PJ-wearing video meetings, interaction times between buyers and sellers have been shrinking.

This is not a green light for you to cram more into less. Just the opposite. You must perfect time management F2F selling skills, and map out every minute of every meeting.

Think of this new era as “parking meter selling*. With each passing minute that you demonstrate your ability to run a quality meeting, the buyer will reward you with more time. Say something smart or ask a strategic question that interests the buyer…another quarter gets dropped into the slot, offering more time in the exchange.
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DO

Practice running a pitch meeting in five minutes. (If you can run a power-packed FIVE minute meeting, you certainly can do it in 10 or 15!)

And because you’ll be judged more by the questions you ask versus the pitching you do, focus on researching your prospect’s business to ask the most relevant questions.

“What is keeping you up at night?” should be replaced by, “I’ve studied the woo-woo initiative your company launched and learned XYZ….what is your assessment of your progress to date?”

Follow that up with, “What do you need help with from partners like us?” and you’ll earn a few more minutes in the meeting.
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OOMPH

So you got your customer to commit to a 5-minute “catch-up quickie.” Great.

Now what?

Good news: engagement techniques are the same if the meeting is five, 10, or 30 minutes long.

If you can sit still for 12 minutes, you WILL be inspired by Charles Duhigg’s TED Talk titled, “The Science Behind Dramatically Better Conversations.”

It’s a gem!
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