Forbes Riley: Pitch Like a Pro! Sales Secrets That Get People to Say Yes | Sales | E409

**Hala Taha** (0:00)
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**Forbes Riley** (2:22)
55% of how you show up for somebody else in their brain is visual. 38% is the tone of your voice, and only 7% of the words that you use. Yet everybody comes to me only cares about the words. Most founders make this mistake.

**Hala Taha** (2:35)
Forbes Riley. She's the queen of pitching, a bestselling author, TV host, entrepreneur, and pitch expert who has generated over $2.5 billion in product sales.

**Forbes Riley** (2:46)
There's never been an inventor who pitch their own product. In fact, they sucked at pitching. You know why? Because they know so much about the product. They want to tell the backstory and this. That's not what sells your product.

**Hala Taha** (2:58)
What is something that entrepreneurs say where you immediately hear it and you're like, oh, if you keep saying it like that, you're going to be broke forever.

**Forbes Riley** (3:05)
If you're a network marketer, I can oust you in about 30 seconds. You don't have to say the name of your company. It's the way network marketers are told to speak. It's horrible. Hi, what do you do? I help so and so transform and do this and do that. You missed the point. The point of the what do you do at a networking event is I don't really care what you do. I care what you-

**Hala Taha** (3:23)
How do we go about believing more in ourselves? What are some of the things that we can do to get more confidence before we go on and pitch?

**Forbes Riley** (3:29)
This is what I want for everybody out there.

**Hala Taha** (3:32)
Forbes, welcome to Young and Profiting Podcast.

**Forbes Riley** (3:35)
I'm very excited to be here. I flew all the way to Austin just to talk to you and be here for your audience.

**Hala Taha** (3:39)
I am so honored that you came out here, and I'm so excited to talk to you about pitching. You are the pitch queen.

**Forbes Riley** (3:47)
I've got the crown and everything.

**Hala Taha** (3:48)
Yeah.

**Forbes Riley** (3:49)
I have the new book about it.

**Hala Taha** (3:49)
You do. So apparently, I am the queen of pitch. You've got all the pitch secrets, and us Young and Profiters, we want to find those out. So my first question to you is, what is something that entrepreneurs say, where you immediately hear it, and you're like, if you keep saying it like that, you're going to be broke forever.

**Forbes Riley** (4:06)
As an entrepreneur, having now trained people every single week, over 200,000 of them for six years, you open your mouth, and I can tell you don't know what you're doing. You say words like, actually, basically, like, and everyone does these words.