This is my understanding of sales and pitching.
When you are in a meeting and one person is talking the whole time the conversation is unbalanced.
If you pitch your product and talk about all its great features, your pitch will be unbalanced.
Both situations are unbalanced.
In order to bring the balance you need to get the other side talking.
Pitching with out listening first is like giving unsolicited advice.
Best case scenario is that a person come to you with a problem they want you to solve and you have a solution for them in your back pocket.
But what should you do when pitching?
Don’t talk about the benefits and features first.
First talk 50% about the problem and the people who have that problem. Then talk the remaining 50% about the solution and your product and its features.