1. Anticipate the most likely questions and objections

The pitch doesn't stop at the last slide. It's extended, tested and renegotiated in the exchange that follows. And this exchange can be disturbing. An offbeat question. A pointed objection. A skeptical look. The best way to deal with the after-pitch? Is to plan for it. The first step is to anticipate the kinds of reactions you may encounter and prepare your responses.

The questions you're asked at the end of a pitch are rarely neutral. They often reflect :

• misunderstanding;

• a resistor ;

• a need for greater depth;

• or sincere interest.