That's a great summary. Personally, I'd add just one more before the pitch:
(D) Uncover how amazing their future would be, if they could resolve what's stopping them
You want them to be articulating the implications of a solution — i.e., the benefits — so that they really feel the need. Then you don't even have to pitch that hard; you just gently offer your solution to resolve the need they're actively feeling. (As a bonus, you also get to hear the benefits in their words. That lets you use those words to refine your sales pitch for the next prospect.)
Anyway, these 4 steps are really just a Twitter-ified version of SPIN Selling by Neil Rackham [1] — a book which, despite its age and its title, is a very good sales book.
(The reason its so good is because it's one of the only ones that uses actual data. They studied many actually successful salespeople, identified the patterns and formed hypotheses about what works, then taught that to new/struggling salespeople to validate their hypotheses. The SPIN acronym is the mnemonic for what they found.)
(D) Uncover how amazing their future would be, if they could resolve what's stopping them
You want them to be articulating the implications of a solution — i.e., the benefits — so that they really feel the need. Then you don't even have to pitch that hard; you just gently offer your solution to resolve the need they're actively feeling. (As a bonus, you also get to hear the benefits in their words. That lets you use those words to refine your sales pitch for the next prospect.)
Anyway, these 4 steps are really just a Twitter-ified version of SPIN Selling by Neil Rackham [1] — a book which, despite its age and its title, is a very good sales book.
(The reason its so good is because it's one of the only ones that uses actual data. They studied many actually successful salespeople, identified the patterns and formed hypotheses about what works, then taught that to new/struggling salespeople to validate their hypotheses. The SPIN acronym is the mnemonic for what they found.)
[1]: https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/00705111...