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Sales pitch master

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The three C's of delivering the perfect sales pitch

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Sales pitch master

  1. 1. Perfect Sales Pitch How to pitch
  2. 5. Our Ethos <ul><li>Treatment </li></ul><ul><li>Without a </li></ul><ul><li>thorough diagnosis </li></ul><ul><li>is </li></ul><ul><li>malpractice </li></ul>
  3. 6. Credence Business Model
  4. 7. What is D I S C ?
  5. 8. Me? Do a pitch?
  6. 9. Reactions to Transition NEW BEGINNING ENDINGS Denial Anger Fear Shock Frustration Confusion Stress Creativity Scepticism Acceptance Impatience Hope Energy Excitement
  7. 12. Let us work together What do you want out of this?
  8. 16. 3 C’s of Pitching <ul><li>Client </li></ul><ul><li>Compelling Content </li></ul><ul><li>Confidence with Clarity </li></ul>
  9. 17. Pre-Pitch activities <ul><li>Know who you are: </li></ul><ul><ul><li>Reputation </li></ul></ul><ul><ul><li>Be specific about the benefits you offer </li></ul></ul><ul><ul><ul><li>Client specific – ask them! </li></ul></ul></ul><ul><ul><li>Know what value you add? </li></ul></ul><ul><ul><li>Build relationships – network </li></ul></ul><ul><ul><li>Take your time – good things are not hurried </li></ul></ul><ul><ul><li>Elevator Pitch – 30 seconds </li></ul></ul>
  10. 18. Elevator Pitch – a template <ul><li>Hello my name is ……………….. </li></ul><ul><li>My product/service is …………... </li></ul><ul><li>Which I sell to …………………… </li></ul><ul><li>They buy because ……………… </li></ul>
  11. 19. Elevator Pitch – a template <ul><li>Hello my name is Rob Hook, the Business CoPilot </li></ul><ul><li>We sit alongside business owners and senior managers offering practical business advice that helps keep them on the business “flight” plan </li></ul><ul><li>Which I sell to professional service firms in the south of England </li></ul><ul><li>They buy because they trust our advice - we first carry out a thorough diagnostic “in-flight” check to identify the issues then we enjoy the flight </li></ul>
  12. 20. Pre-Pitch activities <ul><li>Get the pitch mechanics right: </li></ul><ul><ul><li>Time and place </li></ul></ul><ul><ul><li>Visual Aids </li></ul></ul><ul><ul><li>Acoustics, light, seating </li></ul></ul><ul><ul><li>How many attending </li></ul></ul><ul><ul><li>How much detail do they want - financials </li></ul></ul><ul><ul><li>Decision making – how and when </li></ul></ul><ul><ul><li>Handouts </li></ul></ul>
  13. 21. Pre-Pitch activities <ul><li>The Brief </li></ul><ul><ul><li>“ Read the manual” </li></ul></ul><ul><ul><li>Read it again! </li></ul></ul><ul><ul><li>Understand it </li></ul></ul><ul><ul><li>Establish the winning criteria </li></ul></ul><ul><ul><li>Do exactly what it says </li></ul></ul><ul><ul><li>If in doubt, ask </li></ul></ul>
  14. 22. Client <ul><li>A pitch is a request for help </li></ul><ul><li>It is a unique presentation </li></ul><ul><li>What are they looking for? </li></ul><ul><li>What have they asked for? </li></ul><ul><li>What have they specifically said not to do? </li></ul><ul><li>Read between the lines </li></ul><ul><li>Clarify any doubts early </li></ul>
  15. 23. Compelling Content <ul><li>Start with a blank sheet – no cut and paste </li></ul><ul><li>Summarise the issue </li></ul><ul><li>As much detail as needed, no more </li></ul><ul><li>Break it down into bite size chunks </li></ul><ul><li>Assemble your IKEA cupboard </li></ul>
  16. 24. Compelling Content <ul><li>Cut out anything that is not required – ruthless </li></ul><ul><li>Clarify if needed </li></ul><ul><li>Trim it further </li></ul><ul><li>Trim it further </li></ul><ul><li>Trim it further </li></ul>
  17. 25. Confidence with Clarity <ul><li>Rehearse, rehearse, rehearse </li></ul><ul><li>Full dress rehearsal – no ad libs </li></ul><ul><li>Few handovers </li></ul><ul><li>Be professional </li></ul>
  18. 26. Confidence with Clarity <ul><li>Slow down </li></ul><ul><li>Hands, eyes and body </li></ul><ul><li>Tone of voice </li></ul><ul><li>Avoid “obviously” and “surely” </li></ul><ul><li>Watch the audience </li></ul>
  19. 27. Butterflies <ul><li>Imagine audience naked </li></ul><ul><li>Imagine they are your friends / family (not naked) </li></ul><ul><li>Wear uplifting clothes </li></ul><ul><li>Keep fit, </li></ul><ul><li>No Drugs or alcohol </li></ul><ul><li>Allow yourself to make mistakes </li></ul><ul><li>Replace negative thoughts with positive one </li></ul>
  20. 28. Post Pitch <ul><li>Seek feedback </li></ul><ul><li>Learn from it – humility pays </li></ul><ul><li>Post pitch autopsy – but wait a few days </li></ul><ul><li>Write down any thoughts </li></ul><ul><li>Be ruthless in seeking perfection </li></ul>
  21. 31. Model pitch <ul><li>Who you are and your credentials </li></ul><ul><li>Define the offering </li></ul><ul><li>Who is it aimed at </li></ul><ul><li>What benefit will they derive </li></ul><ul><li>Why they should choose your offering </li></ul>
  22. 32. AIDA <ul><li>Attention – the headline – explains the benefit </li></ul><ul><li>Interest – tell the story – build interest </li></ul><ul><li>Desire – what will life be like after they buy </li></ul><ul><li>Action – get them to do something </li></ul>
  23. 33. Thank you <ul><li>Robert Hook </li></ul><ul><li>[email_address] </li></ul><ul><li>0117 2303166 </li></ul>

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