Musician and songwriter Andrew Bird wrote an interesting piece in the New York Times this past week, called Puzzling Through a Love Song. He loves to introduce songs to the world before they’re finished, and loves how the songs evolve as he plays them. He explains why his creative process continues after he goes public with an idea: “To emerge from creative hibernation with my perfect oeuvre and worldview fully realized feels stifling and boring … I just prefer a fluid questioning present to a fixed past.”
This is a wonderful lesson for ditching the pitch. Don’t hold tight to a “fixed past,” such as any pre-determined ideas you have about the best way to persuade a certain customer. Instead, consider a customer conversation a “fluid questioning present,” where you and your customer, together, discover the best way to come to an agreement.