Anticipate the most likely questions and objections
Handle questions, objections and follow-up

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.