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“If a potential customer has made time to meet
you, this means they have a problem to solve or a
project in mind and they expect that you are not
simply coming to tell them what you do, but that
you have put some real thought into how you are
going to help them solve their problem”
- Deirdre McPartlin
Enterprise Ireland Düsseldorf
• Sermons (churches empty)
• Sales Presentations (no one wants to be sold to!)
• Pitches/Presentations (majority uninteresting)
` The Aristo Philosophy
Aristo promotes the art of extended
Have a conversation, be it with
1, 5, 50 or 500 people.
` The Aristo Philosophy
Start Having a Conversation
“A weak message from a good
speaker will have more impact than
a strong message from a poor
speaker, regardless of how much
we like to think the opposite might
Deiric McCann from his book ‘Leadership
To create a pitch that will stand out from the crowd
and help you to win business
• Tell a client you understand their problems better than
• Reassure them that you have a solution that is better than
• Persuade them that your team has solved these problems
many times before
• Demonstrate that you will be easy to work with
‘Pitch to Win’
‘It’s About Relationships- Stupid’
“A gossip talks about others,
a bore talks about himself,
a salesman talks about his product,
and a brilliant conversationalist talks
- Andrew Keogh
Tell a ‘ Value’ Story
• I fully understand
what you are trying to
• Demonstrate you
have a much better
any of your
HEADLESS BODY IN TOPLESS BAR
New York Post on a local murder
FREDDIE STAR ATE MY HAMPSTER
Sun: story was a fabrication
ICE CREAM MAN HAS ASSETS FROZEN
SUPER CALEY GO BALLISTIC
CELTIC ARE ATROCIOUS
Sun on Inverness Caledonian Thistle beating
Celtic in the Scottish Cup
` Opening: Newspaper Headlines!
“ A speech is like a love affair any fool
can start it, but to end it requires
considerable skill “
The Close: How is listener Better?
“ Despite the fact that Father Ted was
basically an Irish ‘Only Fools and Horses‘
with a soft, surreal twist (the three male
characters in both are almost identical”
- Graham Linehan
Analogy: Planning a journey is like planning a talk
"One good analogy is worth three hours discussion."
(Dudley Field Malone)
Plan your Talk
It’s unwise to pay too much
But it’s worse to pay too little.
When you pay too much,
you lose a little money - that is all.
When you pay too little,
you sometimes lose everything,
because the thing you bought
was incapable of doing the thing
it was bought to do.
The common law of business balance
prohibits paying a little and
getting a lot - it can’t be done.
If you deal with the lowest bidder,
it’s well to add something for the risk
you run, and if you do that
you will have enough to pay
for something better.
John Ruskin, protagonist for
new commercial ethics,
And they will!
This is the judgement your
listener is continually making:
Do I believe / trust this person?
My final piece of advice to you is
• Speak from your life’s experience
• Speak with energy and enthusiasm
• Speak in terms of your listeners interest