Business Selling and Pitching Course

Open Business Selling and Pitching Course

(Click here for Tailored Business Pitching Training)



ANNOUNCEMENT:

Please note, this course is no longer available.

Go to our NEW Sales Training: Boosting Sales and Closing the Deal Open Course







This one day course will help you get from competent to brilliant in getting new business. This is not about hard selling skills, but about learning the most effective way to 'pitch' your business to new clients.

Business Selling and Pitching is run by

Anthony Etherton - Liz McKechnie


Let's be honest: if you didn't win the pitch you failed to fully demonstrate your ability to meet the client's needs. You didn't sell yourself.

Competitive advantage often appears in the quality of the people that represent your product or service and ultimately, choices and decisions are made based on the customer or client's perception of the total package that you have to offer.

Your impact will be far greater if your pitch is fully integrated in a way that demonstrates the attributes and uniqueness of your product or service combined with your key qualities and those of your team.

This workshop is aimed at increasing the success rate of people who pitch for business by exploring the many variables that affect the customers or clients decision making process.

Click here for our Building Business Relationships Course - Business Networking Course - Influencing and Negotiating Skills Course - Writing Winning Tenders Course - Presentation Skills Training Course

Business Selling and Pitching Course Objectives

* Identify the key elements of successful pitching
* Explore the journey from planning and preparation
* To practice and pitch
* Connecting personal stories with product or service
* Help delegates embody their message in behaviour
* Helping participants win business
* Identifying your unique 'pitching' style

Business Selling and Pitching Course Programme

What's my style?

We start with delegates talking about their communication style and what they think works for them and get feedback from their colleagues and the trainer about how they come across at first meeting. This is a powerful self awareness exercise.

As with all our programmes we will be concentrating on what already works for each individual

Communication dynamics - how it works

A brief overview of how communication works with particular emphasis on what you do being as, if not more important as what you say. We look at the many unseen variables that can influence the success of a pitch.

Impact of Body Language

This is a short pairs exercise that demonstrates the impact the listener has on communication and how small changes in body language can have a large effect.

We will then identify and emphasise the effect listening behaviour has on the way a conversation feels which will lead in to...

Establishing Empathy

Here we will look at the things that establish common ground between people. We will examine all the things that can help establish a connection before the pitch begins.

Terms of Reference

Using some visual material we will look at how important it is to be sure we are all 'speaking the same language' and how easy it is to misinterpret and misunderstand what others are saying. We then spend a brief bit of time looking at the same issue from differing points of view.

Assumptions

A look at the assumptions we make automatically and how they affect the way we communicate.

Planning

Here we explore some tactics to help us gain the advantage and keep as many unknown variables as visible as possible.

Fact-finding and questioning

Next we will run several pre pitch call scenarios looking at gathering information.

This is designed to develop peoples call skills and prepare them for the pitch, but it also serves to introduce active listening and productive questioning.

Non-Linear Preparation

In this section we will look at the idea of organising product information and responses to issues that may be raised in a non-linear way.

We will be concentrating on helping delegates prepare not only their response to an intervention by the doctor, but more importantly their way back to issues they need to cover.

Pitch Perfect

Most of the rest of the day will be spent on making pitching meetings more productive. We will use the situations we have asked people to identify in their preparation and look at ways for people to be more effective and achieve better outcomes.

Things we might include here are around attitude, adapting your style, changing what you'd like from the call, dealing with particularly difficult people.

Plan of Action

Participants will outline specific things they are taking away from the Business Selling and Pitching Course and then are invited to pitch to the group in our own version of the Dragons Den for a fun finish.

Business Selling and Pitching Course

   

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