After posting on my blog, Berlin Game Design, some funny (but often, sadly true) things that have been said by first-timers when pitching a game, and after many of you have asked what one SHOULD say, I've now added a post for that very reason. As always, I welcome your comments, either here or there:
http://berlingamedesign.blogspot.com/2011/12/things-to-say-when-pitching...
I realize that it seems a bit mechanical when listed like this. And it's true that the publishers often raise these issues themselves. The idea of the list is a counterpoint to the other, and that you should be prepared to answer any questions along these lines. However, it is also good to show some initiative.
As far as "not picturing yourself saying these things," I can't imagine a publisher not wanting to know the basics of your game in a limited amount of time, that you thoroughly playtested it with people who were not your closest friends, that you know the market and know the company to whom you are pitching, the playing time, that this game has something different than any other game on the market, and that "something different" is exciting enough that it will sell your game, and that you are easy to work with.
I admit that #7 is probably usually communicated more indirectly, as your willingness to accept criticism during the interview will say a lot to the publisher about how well you can work with them (and how much you are willing to "let go" of your "baby" so that they can continue development work).
Thanks for your feedback!