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Work sheets power pitch method

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Project, Product or Service Clients or Segment
PROJECT
PRODUCT
SERVICE
CLIENTS
SEGMENT

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Clients Today Tomorrow
Clients or segments that will
be impacted.
Starting point: Specify
numbers in their starting
situat...

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To make the proposal
DESIRABLE, it must offer a
jump in value. It is a
comparison between today
(without my service) and t...

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Work sheets power pitch method

  1. 1. Project, Product or Service Clients or Segment PROJECT PRODUCT SERVICE CLIENTS SEGMENT
  2. 2. Clients Today Tomorrow Clients or segments that will be impacted. Starting point: Specify numbers in their starting situation, today without the solution you are going to propose Arrival point: Specify numbers in your final situation, tomorrow with the solution that you are going to propose Value jump: is it really a Jump? Will it alter decisions, budgets, process changes? These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  3. 3. To make the proposal DESIRABLE, it must offer a jump in value. It is a comparison between today (without my service) and the future (when you have my service). I must cite figures, and I must offer a Value jump, not just a contribution. Even if my product offers a value jump, if I don't say so in the pitch, it is of no use. To make the proposal IRREFUTABLE, I must cite evidence. Evidence must come from a source which the customer or listener finds credible, like official studies, specialist journals, authorities, pilot schemes, or the experience of other customers. I must build evidence into my pitch before I am asked for it. To make the porposal REPRODUCIBLE, the pitch must be very simple and easy to remember. Another person must be ableto reproduce it after hearing it once. Using technical terms which hinder understanding may be counter productive. My listener should desire the proposal and be able to sell it to someone else. To make my proposal TRUSTWORTHY, the person presenting it must generate this trust through his performance. Energy, body movements, mood and gestures must be appropriate to the customer and the place. The seriousness of the business must not cast a veil over your closeness with people. The will to deliver value must be apparent in the person. script: D,I,R Performance: T These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  4. 4. Average: Arguments Pitch Standards These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  5. 5. Possible prejudice Response to that prejudice Clients have experiences and preconceived ideas, which prevent them from listening. The entire speech may already have a negative verdict long before we finish speaking. It is very important to speculate what prejudices they might have with the offer (product or services) with the company I represent, or with you. And we must prepare simple and powerful responses to reverse or lower the power of prejudice. We will use this later in the script These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  6. 6. Your client’s target Other feature That client should meet corporate and / or personal goals. Goals that your boss or board requests, and that you will help him to fulfill. Goals for which you will be congratulated. What are they? Some characteristics of the Client -Age, Education, General Culture, Lifestyle, among others-, could point you towards using a special tone and assertiveness in the Pitch. Write down the ones that seem relevant to you, and propose how you will take care of that in the Pitch. These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  7. 7. Drafting: Sufferers involved / one or more Situation or Action / in which activity Emotional pains / how they have a hard time Quantitative Pains / figures today of what you are going to change. Rescue content from the Value Jump exercise Usual mistake: Say that the pain is that they don't have my product. Name Pains that you are not going to solve. Cite more than 3 pains. Do it in first person These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  8. 8. Drafting: What is used today Recognise contribution / achievement obtained Use the word hinge: But, nevertheless, nevertheless (synonyms) Show gap / what it does not achieve (and that your product does, but you will say later) Internal analgesics/ with own resources and knowledge External analgesics / what things they have contracted (your competition) Usual mistake: Attacking analgesics, the client is offended. That your offer is another painkiller, or it seems. These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  9. 9. Drafting: Sufferers involved / one or more Emotional Impacts / moving to a calm situation or similar Quantitative Impacts / what new figures you will achieve. Rescue content from the Value Jump exercise Usual mistake: To not promise impact figures, or be afraid to promise them. Name important impacts in areas that have not been mentioned These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  10. 10. Drafting: Brief description / what it is Basic functionalities / the key actions it performs Differentiating attributes / what makes it unique or different Response to possible prejudices / rescue from the Client’s previous analysis Usual mistake: Generic description that does not declare functionalities or attributes. Ex: we are an app, These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  11. 11. Step day activities 1 1 Pitch in fase-to-fase meeting MAPA DE EJECUCIÓ N Drafting: Focus on the client / not on the internal sales cycle Necessary steps / avoid the client continue to think alone. Each step is a small closure Days it will take the whole process / add the days until the client receives the value Activities that make sense to you / each step must be meaningful. The closing of the business or purchase order must be inserted, but it is not the end of the map. Usual mistake: Failure to anticipated the needs of the client These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  12. 12. What? What´s the aim? Who? Where When? Time? Definition: Step 2 of the Map / recover it from the previous exercise define a “Schedulable Goal” Place, day and time / that you can schedule there and then Who / people who should be present What /activity What’s the aim?/ purpose of the meeting that makes sense to client Usual mistake: To not be thorough enough with some of these details and realise very late that you did not have it properly planned These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  13. 13. Drafting: What could they aspire to in the future: a new place where the client could be What new possibilities open up: new things you can do No numbers mentioned / it is not a promise, it is not an offer, it is something that the client will be able to achieve perhaps without your help. Deep motivation: many times the client is so interested in this future dream, which is the reason why he buys the product or service Usual mistake: To make another promise with numbers or to say something unattainable These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  14. 14. Show how easy it will be to acquire, implement this solution. Drafting: Export the simplified Execution Map: without so much detail. mentioning more important deadlines. Milestones and stages. Time, HR and customer effort. Total term to receive the Value Usual mistake: Show a detailed Gantt chart These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  15. 15. Alternative double closure Offer advancement alternatives. Yes or yes. Drafting: To meet the GOAL OF YOUR PITCH that is noted in the analysis, you must propose a pair of options at the end. Remember to include details: What, why, who, where, when, what time. The double alternative can generally be applied to the place, date, or time. These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com
  16. 16. • To confirm that they are experiencing similar pain, or have tried the named pain relievers. • Have their own experience and say it in their own words • To confirm if your clients are interested in obtaining these results • What they think of the product • If the ambition you propose catches their attention • To find out if the actions and time table are right for them • If it would be suitable for their company Complete Complete Complete Involvement questions These documents are for private and individual use and are part of the copyrighted content of the POWER PITCH METHOD. Do not use publicly without authorization from the author. For training, contact certified instructors from the page www.powerpitchmethod.com

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