Tired of losing sales pitches? Look no further, get some timeless advice from high-stakes presentation consultant: Cliff Atkinson on how to throw out your old sales pitch and make your next one count.
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11. It triggers emotion, frames your
story and maps the path forward.
A STRONG START IS CRUCIAL.
12. Lose the agenda slide and start with a story instead
START WITH SOMETHING FRESH,
UNIQUE AND INTERESTING
13. where someone like them faces a high-stakes
challenge and the way forward is uncertain.
TAKE THEM TO:
A DRAMATIC SCENE
14. triggers the brainstem of audience
members to feel connected, safe and
trusting of what you represent.
THE RIGHT STORY
15. It sets a solid emotional framework for the
rational argument you will make next.
FACTS, FIGURES, CASE EXAMPLES
MOTIVATIONS, EMOTIONS, RAPPORT
16. makes it easy for those in the room to
advocate for you when the pitch is over.
CLEARLY ARTICULATES
BENEFITS
APPEALS TO
EMOTION
MAKES THE AUDIENCE
THE HERO ( NOT YOU )
A WINNING STORY...
20. What are the three most important things
YOU WANT YOUR AUDIENCE TO REMEMBER
when they walk out of the room?
21. Write down the
TOP 3 REASONS YOUR
AUDIENCE WOULD SAY ‘NO’
to what you're proposing,
then make your
RESPONSE TO THOSE
CONCERNS the 3 major
sections of your pitch.
25. “Decisions are made on
- KEVIN DALEY
themselves.”
NOT ON THE FACTS
FEELINGS ABOUT FACTS
26. Profile each DECISION-MAKER involved in
the approval process, both inside and
outside the pitch room
MARY GEORGE JACOB ANNA ALVIN
SALES
DIRECTOR
FINANCE
MANAGER
CEO
APAC
MANAGING
DIRECTOR
HR
EXECUTIVE
45 39 34 42 46
BIGGEST
CONCERN:
RESULTS KPI FACTORS CULTURE FIT IMPLEMENTATION
ROLE:
AGE:
PRICE
27. THEN DISTILL AND TAILOR CONTENT TO THEIR NEEDS.
THINK:
1.What does my information mean to them?
2.Why does it matter to them?
3.How can it influence their decision?
29. Not every presentation is worth THE TROUBLE OF
TRANSFORMATION, but when you have one that
is, IT’S WORTH THE INVESTMENT to make sure
you deliver the best one you've given in 5 years.