ExcerptPitching A Project Past ResistanceGaining acceptance for your project is not just about presenting facts and figures. Unless you know how to avoid resistance, and how to position your proposal from the angle of “It’s not about me, it’s about them,” walking into that meeting is like throwing yourself to the lions. At first glance, resistance may seem as though it’s only about being contrary or obstructionist. Scratch the surface and you’ll quickly discover that it’s typically “code” for: “Is this going to work the way you say it is?” Or, “Why should I risk making a mistake in believing you?” In other words, trust. Faith is best conveyed by meeting doubts head on. Let your pitch demonstrate that you’ve thought through potential obstacles. Use examples, brief stories or case studies to illustrate and add life to the bullet points on your slides.
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