In my dream, I am "making a pitch" to a group of folks. This is something I did occasionally in my waking life when I was working at Woodward Governor and -- kinda -- working at MAX Controls.
I represent a company that is looking to install a new system in an existing facility that will improve the customer's overall performance. That company is looking at several different firms for this work -- or simply continuing using the system that they are using now. I've been sent to this meeting to answer questions about how our system worked and what benefits that company might achieve if they purchased our system.
The company's personnel represent several different functions of that company; and it was fairly apparent by their "work clothes" -- that is, everything from blue-collar tradesmen to folks wearing dress shirts and ties.
It's clear by the comments and questions that they are asking me that there is some skepticism on the part of several attenders. That's okay, because it suggests they'll give me a real chance to explain our system and point out what advantages it represents to each of the groups represented.
Having done this work a number of times, I recognize that "overselling" our product will damage my chances of "making a sale." People can tell when you're just "blowing smoke," and that undercuts anything else you might say. So I'm careful to keep my presentation within the limits of what the system can do. Phrases like "I don't know, but I'll find out and get back to you." and "No, I'm afraid our system won't do that." increase my chances of being accepted and approved by my audience.
It's a tough but fair audience and their questions are legitimate and show they're really paying attention to what I'm saying.
I don't know whether I've persuaded anyone about anything or convinced anyone that they should purchase our system, but I feel quite comfortable that I've represented my company fairly and in the best possible light.
