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“The first priority is to
give your audience a
great night out –
because no worthwhile
process takes place
when an audienc...
` ‘How to Deliver Compelling and Successful
Pitches’
(Pitch to Win)
“ Find Your Story and get
people to believe in You”
Liam Hayes PCH
• Sermons (churches empty)
• Slide Presentations (majority uninteresting)
• Sales Presentations (no one wants to be sold t...
Aristo promotes the art of extended
conversation.
Have a conversation, be it with
1, 5, 50 or 500 people.
` The Aristo Phi...
To create a pitch that will stand out from the crowd
and help you to win business
• Tell a client you understand their pro...
`
‘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 conversation...
Tell a ‘ Value’ Story
• I fully understand
what you are trying to
do!
• Demonstrate you
have a much better
understanding t...
“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 ...
Are
 Situation Appraisal
 Objectives
 Measure of Success
 Value to Organisation
` The Basics: Preparation
Do Get
 Better than anybody else
 Delivered many times before
` The Proposal: Solution
Are Do Get
 Situation Appraisal
 Objectives
 Measure of Success
 Value to Organisation
` The Proposal: Delivery
Are Do Get
“Most Boring Day of my Month”
• You are one of 6-8
teams presenting,
how are you going to
stand out from the
crowd?
• Make...
` Cake or Worm?
`
‘Pitch to Win’
‘Tell Your Story’
“Designing a presentation without the
audience in mind is like writing a love
letter to ‘ whom it may concern’ “
Nancy Dua...
` Qualities of Your Hero
• ???????????
• ????????????
• ????????????
` Padraig Harrington` Paul O’Connell
1. Open
(Connect in 20 words or 7 sec.)
2. Body
(Concentration ON-OFF-ON-OFF-ON-OFF-
ON-OFF ON -OFF-ON-OFF)
3. Close
(If t...
HEADLESS BODY IN TOPLESS BAR
New York Post on a local murder
FREDDIE STAR ATE MY HAMPSTER
Sun: story was a fabrication
ICE...
“ A speech is like a love affair any fool
can start it, but to end it requires
considerable skill “
Lord Mancroft
The Clos...
www.aristo.ie
Template
“ Despite the fact that Father Ted was
basically an Irish ‘Only Fools and Horses‘
with a soft, surr...
Analogy: Planning a journey is like planning a talk
"One good analogy is worth three hours discussion."
(Dudley Field Malo...
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...
And they will!
This is the judgement your
listener is continually making:
Do I believe / trust this person?
My final piece...
“I would describe Andrew as 'the Speaker's
Speaker'. In other words, anyone who speaks
for a living would gain huge value ...
web:
www.aristo.ie
email:
andrew@aristo.ie
http://ie.linkedin.com/in/andrewkeogharisto
phone:
01 8208552
twitter:
@aristoc...
`
‘Pitch to Win’
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'Pitch to Win' Talk to Sales Institute Dublin Ireland

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'Pitch to Win' Talk to Sales Institute Dublin Ireland

  1. 1. “The first priority is to give your audience a great night out – because no worthwhile process takes place when an audience is bored” John McGrath It’s Show Business
  2. 2. ` ‘How to Deliver Compelling and Successful Pitches’ (Pitch to Win)
  3. 3. “ Find Your Story and get people to believe in You” Liam Hayes PCH
  4. 4. • Sermons (churches empty) • Slide Presentations (majority uninteresting) • Sales Presentations (no one wants to be sold to!) Stop Delivering! ` The Aristo Philosophy
  5. 5. Aristo promotes the art of extended conversation. Have a conversation, be it with 1, 5, 50 or 500 people. ` The Aristo Philosophy Start Having a Conversation
  6. 6. 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 anybody else • Reassure them that you have a solution that is better than anybody else’s • Persuade them that your team has solved these problems many times before • Demonstrate that you will be easy to work with ` Pitch Objectives
  7. 7. ` ‘Pitch to Win’ ‘It’s About Relationships- Stupid’
  8. 8. “A gossip talks about others, a bore talks about himself, a salesman talks about his product, and a brilliant conversationalist talks about you.” Andrew Keogh
  9. 9. Tell a ‘ Value’ Story • I fully understand what you are trying to do! • Demonstrate you have a much better understanding than any of your competitors
  10. 10. “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
  11. 11. Are  Situation Appraisal  Objectives  Measure of Success  Value to Organisation ` The Basics: Preparation Do Get
  12. 12.  Better than anybody else  Delivered many times before ` The Proposal: Solution Are Do Get
  13. 13.  Situation Appraisal  Objectives  Measure of Success  Value to Organisation ` The Proposal: Delivery Are Do Get
  14. 14. “Most Boring Day of my Month” • You are one of 6-8 teams presenting, how are you going to stand out from the crowd? • Make Your Solution Stick !!!!!
  15. 15. ` Cake or Worm?
  16. 16. ` ‘Pitch to Win’ ‘Tell Your Story’
  17. 17. “Designing a presentation without the audience in mind is like writing a love letter to ‘ whom it may concern’ “ Nancy Duarte Who is your audience?
  18. 18. ` Qualities of Your Hero • ??????????? • ???????????? • ????????????
  19. 19. ` Padraig Harrington` Paul O’Connell
  20. 20. 1. Open (Connect in 20 words or 7 sec.) 2. Body (Concentration ON-OFF-ON-OFF-ON-OFF- ON-OFF ON -OFF-ON-OFF) 3. Close (If they remember your take home message you are a success) ` The Basics
  21. 21. 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 BBC News SUPER CALEY GO BALLISTIC CELTIC ARE ATROCIOUS Sun on Inverness Caledonian Thistle beating Celtic in the Scottish Cup ` Opening: Newspaper Headlines!
  22. 22. “ A speech is like a love affair any fool can start it, but to end it requires considerable skill “ Lord Mancroft The Close: How is listener Better?
  23. 23. www.aristo.ie Template “ 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
  24. 24. Analogy: Planning a journey is like planning a talk "One good analogy is worth three hours discussion." (Dudley Field Malone) Team Better Connect Do Audience Prepare Action Plan your Pitch Problem
  25. 25. 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, 1819-1900
  26. 26. 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
  27. 27. “I would describe Andrew as 'the Speaker's Speaker'. In other words, anyone who speaks for a living would gain huge value from Andrew's input and I regularly consult with him on my content for talks, key-notes etc. Neil O’Brien, Time To Fly Ltd Testimonial
  28. 28. web: www.aristo.ie email: andrew@aristo.ie http://ie.linkedin.com/in/andrewkeogharisto phone: 01 8208552 twitter: @aristoc2g ` My Contact Details
  29. 29. ` ‘Pitch to Win’

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