This became the basis of a highly effective pitch, "The Spirit to Serve.
Speed read - The Hidden Agenda: A proven way to win business and create a following
Real ambition, as Allen defines it, is the human desire to grow and to add something to the world where nothing previously existed. Feeling the eyes of the world upon them, they were deeply concerned to do the right thing in all aspects of their business—not just for themselves, but for their nation and its reputation. A pitch connecting the real ambition of every individual in the room—hope for a peaceful and prosperous South Africa—to the aims and pride of South African Airways moved everyone and won the day.
At the end of the day, behind every decision is an unspoken, visceral, emotional motivation. Tap that, and you win. Skip to content. Menu Menu.
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The Hidden Agenda: A Proven Way to Win Business and Create a Following by Kevin Allen
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People in this category generally have an optimistic view of the future and will respond to bold gestures. You must convince them that you understand their work, can see what they see and that you are excited to become part of their journey. These people tend to be more quiet, reserved, and cautious. Give them assurance that you can deliver. Their actions are set, calibrated and measured inside their value system. They will respond to your ability to connect an over-arching vision to those core values. Begin with the connection.
Slow down, listen carefully, and raise your antennae to receive the signals the other personal is transmitting. You should arrive at any meeting with a hypothesis as to what category their hidden agenda might be. The objective is not to show off what you are presenting but to get them to reveal and share the things you need to know about their lives. Be aware of the rules of good body language and look for an emotional vein that will lead you to their desire.
Through listening you can get to the core of a person. The Hidden Agenda is about emotionally bonding with your prospect by taking the time to figure out their unspoken, emotional needs and connecting your pitch to those needs.