Create demand.

 

If you’re selling something niche, new, or in a crowded space, don’t just pitch the product. Make them feel like they’re missing something.

That’s what execs care about — “What am I not doing that my peers already figured out?”

So you need to:

✅ Shift the frame; don’t sell the tool

✅ Tease the insight; don’t try to prove it

✅ Spark curiosity, not resistance

If your buyer’s not already looking, your job isn’t to close — it’s to create demand.