Presentation Skills and Perfect Pitching Andrew Corcoran

Presentation Skills and Perfect Pitching Andrew Corcoran © Blueberry Training Limited 2011 • www. blueberrytraining. com

Today’s learning objectives Design a compelling message Plan a negotiable deal Appraise various presentation techniques Devise a presentation using 4 Ps Critique techniques for building rapport Plan to manage anxiety © Blueberry Training Limited 2011 • www. blueberrytraining. com

To whom might you pitch? Public/Charitable sector Private sector Customers (past, current, potential) Funders (banks, Angels, VCs) Suppliers/competitors? 3 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Revision: Why do people buy? © Blueberry Training Limited 2010 • www. blueberrytraining. com

Competition through your customer’s eyes High Price Harrods Marks & Spencer Waitrose SPAR Co-op Low Quality Sainsbury’s Tesco High Quality Asda Morrisons Lidl Aldi Netto Low Price 5 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Points of Difference Price Quality Range Service Innovation Others? 6 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Bargaining tools Quality Volume Availability Payment terms - Advanced Phased Credit Non-cash benefits 7 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Constructing a negotiable deal 8 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Salami pricing cy es iti ory t - £ 20, 000 n the mete-of-t Sta ar rat bo La an ior ult Sen emic ns ad Co nt ac de ch stu ar essor UG se f Re te Pro ua t ad Gr den ng arch stu ini ese ed ra R orm er inf tition c pra T ate i soc As staff cil Fa op sh rk Wo uip Eq cy ga Le © Blueberry Training Limited 2011 • www. blueberrytraining. com £ 25, 000 9

Elevator pitch Premise What you do (with a benefits statement) + Endorsement Whom you do it for 10 © Blueberry Training Limited 2011 • www. blueberrytraining. com

5 Elements of a killer Pitch 1. 2. 3. 4. 5. What do you do? (product) Whose will buy it and how will you get it into their hands? (Sales and Marketing) Why are you better than everyone else? (competition) Why should we trust you with our money? (management) How much, what will you do with it and what’s in it for me? (financials) © Blueberry Training Limited 2011 • www. blueberrytraining. com

Rules of Effective Language Simplicity: use small words Brevity: use short sentences If you don’t believe, why should they? Not too many messages Novelty: offer something new Speak Aspirationally Visualise Ask a Question 12 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Presentation Planning Position Problem Possibilities Proposal 13 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Presentation Outline (part 1) 1. Introduction -Welcome group, introduce yourself and the topic -Introduce main subjects to be dealt with -Why do they need to listen to you? -Timings – how long will it take? -Questions? -What you are trying to achieve Connector 2. Brief description of the present situation Connector 3. Problems developing because of the present situation Connector 14 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Presentation Outline (part 2) 4. Suggestions for solving these problems Connector 5. Proposal Connector 6. Conclusion -Summary of the main points discussed -Recommendation -Suggestions for next stage -Further reading materials – brochure, etc. -Thanks for listening -Questions? 15 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Visual Aids You are better than any visual aid We remember only 20% of what we hear and as much as 65% of what we see and hear 16 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Visual Aids Advantages Statistics, graphs, diagrams, processes Pace and variety Reinforcement – audience hook Professional polish 17 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Visual Aids Disadvantages Used badly they can be disastrous They can be very distracting May take over as the main focus of the audience’s attention 18 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Good practice Prepare (room, equipment, materials, self) Explain the purpose Build rapport Be flexible but in control Avoid ambiguity Listen closely to feedback Anticipate problems Use tactful examples Smile and relax 19 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Building rapport Listening skills Eye contact Use their name Empathy and understanding Benefits Focus on their NEEDS Positive words 20 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Mehrabian’s Theory 7% 38% 55% What you say How you say it Your body language 21 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Body Language smiling eye contact body stance frowning Facial expressions pursing lips Body language shoulders Posture sitting and standing positions Gestures arms hands personal space nodding 22 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Body Language 23 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Questioning Skills Open – – – What. . . When. . . Where. . . Who. . . How. . . Why. . . Closed – Yes or No 24 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Active Listening Take your time Give your undivided attention Don’t interrupt Ask what they mean Check body language Keep your opinions to yourself 25 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Have You Got The Right Person? Cash – must be able to pay Authority – must be in a position to make or influence the decision Problem – sufficient requirement for you to be able to sell your services 26 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Handling Objections 1. 2. 3. 4. Start with a pause Encourage the person to talk “Empty” the person “Lock” the person into agreement – “If I can resolve that, can I have the business? ” 5. Present the solution 6. Ask for comments 7. Confirm the issue as resolved 27 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Handling Price Objections Sell the product first Price is always relative Reduce the price to its lowest common denominator Compare to expected benefits Payment terms 28 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Closing The Deal Assumptive – “I will send you an order form to sign and return. ” Alternative – “Would you like to begin this week or next? ” Minor Question – “I’ll send the order form out to you. Let me just check I have the correct address details. . . “ Concession – “By booking today, you won’t receive an invoice until next month. ” Puppy Dog – “Would you like a test drive? ” 29 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Negotiation Cues And Interpretations “We can discuss that point later” “I don’t have the authority to arrange. . . “ “Our price for that quantity is. . . “ “These are our standard terms and conditions” “I never negotiate on price. ” “This seems an extremely sensible deal. ” 30 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Visualisation Mental walk through Preparing, deciding on the topic, working on the speech, waiting to be called on stage, making the presentation See each stage and visualise it in every detail – so that you confront the fear and learn to control it. Always see yourself as incredibly successful – everything is going according to plan. You are in total control. 31 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Personal Presentation Appropriate dress Clean (and smell nice!) Tidy Hair, teeth, nails 32 © Blueberry Training Limited 2011 • www. blueberrytraining. com

Today’s learning objectives Design a compelling message Plan a negotiable deal Appraise various presentation techniques Devise a presentation using 4 Ps Critique techniques for building rapport Plan to manage anxiety © Blueberry Training Limited 2011 • www. blueberrytraining. com