Modulate Your Pitch.

What does your prospect value?  Not in the service or product you’re selling, but personally.  Is she crunched for time?  Then any sales pitch that takes up a lot of time is going to meet resistance.  Does he hate to read?  Then a 30-page proposal isn’t going to get you very far.  A detail person?  Better provide them.  Before you sell, find out how your prospect is wired, then perfect your pitch.