Sales Negotiations are a waste of everyone's time unless you know how to secure the sale.
We explore the crucial elements of the process of the sales negotiations so that you know how to secure the sale.
Pitching for Business Objectives
- Understanding relationship dynamics
- It's You They Buy
- Creating empathy
- Using personal disclosure
- Effective questioning, not third degree
- Uncovering unspoken needs
- Dealing with disagreement
- Steering not pushing
- Gaining new confidence
Pitching for Business
Getting new business is a constant and never-ending process.
No matter how good you and your products are, in business, you simply can't rest on past laurels.
If you're fortunate, you may have customers or potential customers clamouring at your door. Most of the time, though, most of us have to go out and sell or pitch for business.
When you sell to customers you have a minute amount of time to make a good first impression so that they feel confident in what you have to say. You need to radiate authority and a sense of being in charge, no matter how trying or difficult the circumstances.
For the time you are given to make your business pitch you have the job - it's yours to lose. If they've agreed to see you, then they must be attracted to something in your company.
This means in your pitch you have to present yourself as being above the norm, better than the rest without appearing arrogant or a know-it-all. It can be incredibly off-putting to meet a 'typical' salesman who exudes over confidence or is too slick.
On the other hand, these days we notice that a lot of technical people are being sent out on business pitches and selling forays, and they find it really difficult to shift from big brain technical stuff to user-friendly, easily understandable communication. Business pitches get larded with jargon and way too much information because that's where technical people feel most comfortable.
To create the perfect (or near perfect) business pitch, you need to be able to create two-way empathetic communication; give them an actual experience of what working with you would be like (not just another PowerPoint slide); work out what you need to ask them, not just prepare for what you're going to tell them; spice up your pitch presentation so they are eager to ask questions.
Tailored specifically to each group our Pitching for Business Training Programmes are designed to help delegates conduct successful, professional customer and client pitches which will bring in more business.
To find out more call us on:
+44 (0)20 7226 1877
Business Pitching Training
Freephone: 0808 1234 909
Training Course Accreditation
To ensure that the courses you attend are of the highest quality, offering the best professional tuition possible,
all our Open Courses are evaluated and accredited.
This accredited course is suitable for corporate and public sector Continuing Professional Development Plans and Portfolios.
- Dom KracmarDom is a firm believer in the Impact Factory ethos of giving people space and time to explore and discover things for themselves.
- Katherine GriceKatherine's skills and passions include Customer Service, Presentation Skills, Public Speaking, Personal Impact and Leadership
- Nick Clark WindoNick is passionate about the work we do. He specialises in Communication, Assertiveness, Presentation and Teambuilding.
- Tina LambTina's life experiences have perfectly primed her to specialise in personal impact, assertiveness and networking.