2. Creating a framework for constructive dialogue
Once objections have been identified and prepared, the next step is to create a climate conducive to dialogue. The pitch is a moment of asymmetrical communication, when you talk more than you listen. The post-pitch phase must restore this balance: it's a time for active listening, argumentative exchange and joint construction. It's no longer a question of convincing, but of co-constructing a follow-up with the interlocutor.
2.1 Adopt an open and curious attitude
The first rule is attitudinal, and consists in showing genuine openness to discussion. This involves :
an open body posture (frank gaze, body oriented towards the interlocutor);
a calm, moderate tone of voice;...
Exclusive to subscribers. 97% yet to be discovered!
Already subscribed? Log in!
Creating a framework for constructive dialogue
Respond with assertiveness and flexibility
Exclusive to subscribers. 97% yet to be discovered!
Already subscribed? Log in!
Article included in this offer
"Management and innovation engineering"
(
436 articles
)
Updated and enriched with articles validated by our scientific committees
A set of exclusive tools to complement the resources
