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Professional Pitch Book Presentation Skills
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a PDF of Professional Pitch Book Presentation Skills
Workshop Aim:
The aim of the workshop is to develop participant’s ability to
effectively conduct a pitch book presentation in a
persuasive manner in order to market ideas, products and services of
the
firm.
Workshop Objectives:
By the end of the workshop participants will be able to:
 Understand
the best practices to using a pitch book
Identify the
key skills required to effectively manage and present a
pitch book presentation
Communicate
in a way that maximises the understanding of key messages
Produce a
persuasive pitch book presentation
Develop
the clients trust and confidence that you can deliver against their
requirements
Effectively
manage question and answer sessions
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Overview
As an introduction it is important to
establish exactly what is meant by a Pitch Book Presentation.
A Pitch Book Presentation is where someone uses a hard copy of a
PowerPoint presentation to walk a client through their marketing pitch.
This is no longer a new way of getting ideas across to clients; it has
now been around for a number years. As with all new concepts it was
fine to start with but over time clients have become bored at sitting
there whilst someone reads verbatim the slides that they are showing
them. They switch off quickly and lose interest, just waiting for the
person to get to the last slide so that they can bring the meeting to a
close.
They are left with a real sense of why didn't you just leave it with me
I could have read it myself.
Salespeople and marketers have become over reliant on the pitch book
using it as a crutch helping them to rigidly stick to a structure and
contents regardless if the client is interested or not.
This has left the clients dreading the Pitch Book Presentation.
As a result of this salespeople marketers and analysts have to learn
how use the Pitch Book to best effect.
What the clients want is an engaging conversation around proposed
ideas. The Pitch Book should be used as a framework to outline ideas
reinforce key points with graphs and charts.
The Professional Pitch Book Presentation
Skills workshop has been designed to incorporate what the clients want
and provide the participants with the
skills and techniques to produce and present ideas, products and services using a pitch book in a way that achieves
results.
This means having the Pitch Book present referring to it when required
but being confident and comfortable to share ideas with the client,
discuss and debate key themes, provide answers to questions and defend
objections where necessary.
The Professional Pitch Book Presentation
Skills workshop is practically orientated providing the participants
with the opportunity to practice the required skills during simulated
client exercises.
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Workshop
Content
Planning
& Preparing for the Client Meeting
Planning &
preparation
Content
Structure, agenda, 4
P's
Effective questions
Objections
Managing
the Pitch Book Presentation
Interpersonal &
communication skills
Audience/client
participation
Retaining control and
direction
Retaining interest
Active listening
skills
Practical
Presentations Using CCTV
Participants
will prepare & deliver a 10-minute presentation using
a pitch book that they have delivered recently or are planning to
deliver in the near future to market their ideas, products
and services of the firm.
Feedback
and coaching on personal presentations
Producing
a Persuasive Pitch Book Presentation - Content
Audience
Objective
setting
Content
Features
& benefits
Facts & opinions
Creating
differentiation
Client focus
Structure
Producing
a Persuasive Pitch Book Presentation - Slides
Designing
the pitch book slides
Content
Structure
How to use
visuals
Pit falls
– Do’s & don’ts
Exercise –
What works and does not work
Practical
Presentations Using CCTV
Participants
will prepare & deliver a 10-minute presentation using
a pitch book that they have delivered recently or are planning to
deliver in the near future to market their ideas, products
and services of the firm.
Feedback
and coaching on personal presentations
Managing
Objections & Q & A Session
Attitude
& emotions
Types of questions
Managing expectations
Techniques
Process
Mental
dexterity
Gaining
Client Commitment
Attitude, emotions
Seeking feedback
Timing,
Techniques
Practical
Presentations Using CCTV
Participants
will prepare & deliver a 10-minute presentation using
a pitch book that they have delivered recently or are planning to
deliver in the near future to market their ideas, products
and services of the firm.
Feedback
and coaching on personal presentations
Review
& Summary
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