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