TiE Institute Workshop - Crafting a High-Impact Sales Pitch Sell or you will be sold! How to read your potential customer's business situation in 5 minutes? How to communicate confidently and expressively? How to master the art of listening? Presentation by Vasudev Murthy- Managing Partner at Focal Concepts.

1. Sell
Vasudev Murthy
Oct 17 2013

2. http://www.youtube.com/watch?v=3sO
84bGgra8
Listening and Rapport Building
http://www.youtube.com/watch?v=9bA
gEmihzLs
Interview – selling yourself
http://www.youtube.com/watch
?v=tCcYD2-nMB4
Mirroring in Sales

3. Sell
Sell or you will be sold!

4. First Impressions
Your first impression determines whether customers
want to do business with you
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5. SELF-ASSESSMENT EXERCISE
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6. Common Mistakes
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Talking about yourself
Erratic eye contact
Poor Listening
Disagreeing non-verbally
Interrupting and contradicting
Not using the name
Inappropriate humour
Appearance
Monotonic speech
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7. P5
Get this right and you will get your
next meeting

8. 1. Pitch Objective
• Why are you speaking to this person or
these persons?
• What do you want from them?
Examples:
• I want a longer meeting with this person to
get into details of my service or product
because he is a potential customer
• I want to meet him because he could be an
alliance partner
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9. 2. Problems you solve
• What do you do? What does your
company solve?
Examples:
• I am a technology entrepreneur. My
inventory management software can
help companies manage and reduce
inventory by almost 50% through the use
of predictive analytics
• I am a restaurant operations consultant.
I help restaurants with furnishings and
create raw material supply chains very
fast, so that they can start operations
50% earlier than
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10. 3. Impact on People
• How will it impact the person you
speaking to?
• How will it impact users of the product
or service?
Examples:
• This product will help you increase
profitability by reducing inventory costs
quickly
• You will be able to expand into new
markets and reduce manpower
• You can provide your customers with
faster turn-around time with my
predictive analytics software
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11. 4. Unique Selling Proposition
• What is different about your product or
service?
• Are there competitors? If so, how well do
you know their product? What is superior
about their product? What is superior
about yours?
Examples:
• My product is 30% cheaper, 50% faster and
can be set up to run in exactly one hour
• My product can run on multiple platforms
and uses an unbreakable security
encryption algorithm
• My competitor’s product does too many
things and is too expensive. It requires a
person dedicated to the product.
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12. 5. Persona
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Confidence
Sincerity
Attire
Positive body language
Sense of urgency
Clarity of thought and
expression
• Projection of planning
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13. Example
• Good afternoon!
• I’m Vijay Rao from Smart Inventory Systems.
• Our PoleStar inventory management products can reduce
inventory by 50% thereby reducing costs.
• The product can give you results in less than a week and
doesn’t require specialized manpower or expensive startup
consulting.
• You can pass on the savings to your customers or enhance
profits.
• I’d really appreciate an opportunity to meet with you to
discuss how PoleStar could make a positive impact to you.
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14. Elevator Pitch
• Sell your idea to an investor in 2 minutes flat
• http://www.youtube.com/watch?v=Tq0tan49r
mc
• http://www.youtube.com/watch?v=i6O98o2F
RHw
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15. PREPARE A SALES PITCH AND
PRACTICE
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