Sales pitch master

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

Thank you

Robert Hookrobh@businesscopilot.co.uk

0117 2303166