Dr. Forbes Riley
👤 SpeakerAppearances Over Time
Podcast Appearances
And that's what I heard all the time.
So I said, you know what, let's pitch.
See, pitching is getting a yes.
You get one yes, you can get a credit card.
And you know this from sales, but they don't know it yet.
So I figured...
My rule is stop telling people what they need.
Get them to want what you have.
That's the golden rule in pitching.
Very different from sales.
So that means I've got to understand you a little bit of psychology, and I've got the solution that you want.
If I've got a beautiful apartment and you're the right kind of person, let's make a marriage here.
So I would say to my kids, hey, you want a chocolate chip cookie for dessert, right?
Yeah, we do.
And they're twins.
I was like, God, I can smell something in the oven.
You think that's a chocolate chip cookie with your name on it?
They're like, oh, mommy, yes, yes, yes.
Okay, that's three yeses.
Then would you like to play cards with me, and I'll put my phone away after dinner just –