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‘How to Deliver Compelling and Successful Pitches’ (Pitch to Win) This talk was to an audience of 130 top sales professionals looking for advice on how to increase their success rate when pitching.
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“ Find Your Story &
get people to believe in You”
Liam Casey PCH
`‘How to Deliver Compelling and Successful Pitches’
(Pitch to Win)
• Sermons (churches empty)
• Slide Presentations (majority uninteresting)
• Sales Presentations (no one wants to be sold to!)
Stop Delivering!
`The Aristo Philosophy
Aristo promotes the art of extendedconversation.
Have a conversation, be it with
1, 5, 50 or 500 people.
`The Aristo Philosophy
Start Having a Conversation
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
` ‘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
about you.”Andrew Keogh
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
“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 McPartlinEnterprise Ireland Düsseldorf
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 Your Solution Stick !!!!!
`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 Duarte
Who is your audience?
`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 they remember your take home message you are a success)
` The Basics
HEADLESS BODY IN TOPLESS BARNew York Post on a local murder
FREDDIE STAR ATE MY HAMPSTER Sun: story was a fabrication
ICE CREAM MAN HAS ASSETS FROZENBBC News
SUPER CALEY GO BALLISTICCELTIC ARE ATROCIOUSSun on Inverness Caledonian Thistle beatingCeltic 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 “
Lord Mancroft
The Close: How is listener Better?
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
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
It’s unwise to pay too muchBut 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 boughtwas incapable of doing the thingit was bought to do.
The common law of business balanceprohibits paying a little andgetting a lot - it can’t be done.If you deal with the lowest bidder,it’s well to add something for the riskyou run, and if you do thatyou will have enough to payfor something better.
John Ruskin, protagonist for new commercial ethics, 1819-1900
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
`Cake or Worm?
Every Pitch should finish with an ASK!
My ask of you is this:
Before you go to every meeting in the next few days ask yourself am I about to talk;
CAKE or WORM
Send me a note to tell me of your increased successwhen talking CAKE
web:
www.aristo.ie
email:
http://ie.linkedin.com/in/andrewkeogharisto
phone:
01 8208552
twitter:
@aristoc2g
`My Contact Details
`‘Pitch to Win’
