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How To Win That Next Sales Presentation - @High_Spark @cliffatkinson

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Tired of losing sales pitches? Look no further, get some timeless advice from high-stakes presentation consultant: Cliff Atkinson on how to throw out your old sales pitch and make your next one count.

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How To Win That Next Sales Presentation - @High_Spark @cliffatkinson

  1. and how to win the next one. REASONS WHYYOULOSTYOUR SALES PITCH 3 + Cliff Atkinson
  2. What’s the value of your next pitch to you and your organization? A S K Y O U R S E L F : $0 $100,000 $100Million
  3. .05% 1%.01% What percentage of the value are you investing on it? A S K Y O U R S E L F : <
  4. PROPOSALRELATIONSHIP BUILDING STRATEGIZING Many people treat the ACTUAL PITCH as an afterthought 3-6 months 1month 3 weeks PRESENTATION PREP 1 week/overnight “LET’S WING IT”
  5. BIG MISTAKE!
  6. You can have the best product or plan but if you can’t communicate it well, YOU WON’T MAKE THE SALE
  7. invest in your pitches and make them as effective as they can be. NEVER WING IT
  8. THAT MADE YOU TOP 3 DEADLY MISTAKES LOSE YOUR BIG DEAL
  9. MISTAKE #1 BANG!rather than a a whimper Starting with
  10. LOOK FAMILIAR? Agenda: 1. Our Company 2. Our Services 3. Our Clients 4. Case Studies 5. Recap 6...7...8...9...
  11. It triggers emotion, frames your story and maps the path forward. A STRONG START IS CRUCIAL.
  12. Lose the agenda slide and start with a story instead START WITH SOMETHING FRESH, UNIQUE AND INTERESTING
  13. where someone like them faces a high-stakes challenge and the way forward is uncertain. TAKE THEM TO: A DRAMATIC SCENE
  14. triggers the brainstem of audience members to feel connected, safe and trusting of what you represent. THE RIGHT STORY
  15. It sets a solid emotional framework for the rational argument you will make next. FACTS, FIGURES, CASE EXAMPLES MOTIVATIONS, EMOTIONS, RAPPORT
  16. makes it easy for those in the room to advocate for you when the pitch is over. CLEARLY ARTICULATES BENEFITS APPEALS TO EMOTION MAKES THE AUDIENCE THE HERO ( NOT YOU ) A WINNING STORY...
  17. PITCHof the NARRATIVE ARC Losing control of the MISTAKE #2
  18. But too many will CONFUSE rather than CONVINCE! There may be many good points you would like your prospect to know .....
  19. Make STRUCTURE your STRATEGY
  20. What are the three most important things YOU WANT YOUR AUDIENCE TO REMEMBER when they walk out of the room?
  21. Write down the TOP 3 REASONS YOUR AUDIENCE WOULD SAY ‘NO’ to what you're proposing, then make your RESPONSE TO THOSE CONCERNS the 3 major sections of your pitch.
  22. PREDICTtheir questions and.... them before they arise ANSWER
  23. This approach melds your persuasive strategy into your pitch structure, and crafts one seamless, POWERFUL LINE OF ARGUMENT.
  24. PRIMAL roleof emotion in decision-making Neglecting the MISTAKE #3
  25. “Decisions are made on - KEVIN DALEY themselves.” NOT ON THE FACTS FEELINGS ABOUT FACTS
  26. Profile each DECISION-MAKER involved in the approval process, both inside and outside the pitch room MARY GEORGE JACOB ANNA ALVIN SALES DIRECTOR FINANCE MANAGER CEO APAC MANAGING DIRECTOR HR EXECUTIVE 45 39 34 42 46 BIGGEST CONCERN: RESULTS KPI FACTORS CULTURE FIT IMPLEMENTATION ROLE: AGE: PRICE
  27. THEN DISTILL AND TAILOR CONTENT TO THEIR NEEDS. THINK: 1.What does my information mean to them? 2.Why does it matter to them? 3.How can it influence their decision?
  28. “WHY SHOULD I CARE?” Audience: ? ? ?
  29. Not every presentation is worth THE TROUBLE OF TRANSFORMATION, but when you have one that is, IT’S WORTH THE INVESTMENT to make sure you deliver the best one you've given in 5 years.
  30. HIGHSPARKStrategic Presentation Agency highspark.co @High_Spark Deck Concept by:
  31. In collaboration with: CLIFF ATKINSON High Stakes Presentation Consultant cliffatkinson.com beyondbulletpoints.com
  32. Inspired by these articles: THROW OUT YOUR SALES PITCH GAIN THE EDGE AND WIN YOUR NEXT PITCH
  33. SHARE TO DOWNLOAD DOWNLOAD FOR FREE

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