Tag Archives: Winning New Business

WORD OF MOUTH

“Great session. Three new, easy to use tools:

  1. Ways of articulating our offer
  2. Ways of thinking about decision makers
  3. Ways of getting our story/ pitch across succinctly and with Impact!

Looking forward to putting them into action. Peter

“Working with us, training in negotiating and presenting in the UK helped us achieve £5 million of additional operating income this year. Your coaching with Bernard and Lorenzo help them achieve an additional $1.5m a year in profit and saved me a $200,000 restructuring cost.

“How are you? Hope all’s well over at your end.  We have Nick with us in Singapore today and I’m reminded of the training you gave us a few months back.

 “I just want to tell you that we had applied the strategies and processes to a recent existing business and retained it!   So I want to say a big thank you for this. Of course, we will continue to use it and get better at it.

“This course has already improved my presentation skills as we speak. It is definitely the most helpful training I’ve received by far here at Google because it was actionable.”

 

“Tim – Just wanted to thank you for such a great session today. You were absolutely terrific at leading the session and you showed a really impressive understanding of what we do and how we can move forward….

SAY IT IN 7 MAKES IMPACT  – 7 stories

BUILDING BUSINESS  “Thanks for a great session. Using the approach Jenny and I met with Tesco Mobile last week. The session ended, with the door being open for another conversation with them, about additional work (which was the goal for the meeting). Thanks for empowering me to move forward with this!

OPENING OPPORTUNITIES “Brook Just got an email from Virgin Trains agency saying that her presentation was brilliant – one of the best they have seen in a while. They are pitching it to their client in 2 weeks and forwarded it onto another colleague contact because they have a similar brief.

PASSING IT ON THE COLLEAGUES  “Thank you for a fantastic 2-day set. I got nothing but extremely positive feedback from our TAM’s in regards to the training, and I’m looking forwards to seeing whether some of the things you went through get incorporated into their daily lives. I know they will go into mine. Thank you also for the two extra workbooks, those will become handy as I train with Sari (and Finnish team) J.

ENJOYING THE JOURNEY “I sent you this email to thank you, also on behalf of Caroline, for the opportunity you gave us to work on our sales pitch during the past three days. We enjoyed it, and we will start today practising what we have learned. Looking forward to a great and successful 2015.

FAST RESULTS  “I’ve got some news about the “Pitch” we did around my customer.

Low and behold I contacted the Simon the MD with basically the same pitch we constructed. He wants to do something for the World Cup.  His idea is a “Magazine”. His aim is to conduct an acquisition plus growth to existing customer campaign.  I honestly can’t believe it that this went from idea – pitch – agreement in such a short space of time, what is it 2 days?

MESHING WITH OTHER PROGRAMS  “You brought sales academy and the research to life, knitting the two together to help us sell in a memorable, non-complex way. Thoroughly enjoyed the interactive sessions: elevator pitch, role plays and the pitch which were done in such a way it didn’t make anyone feel silly or pressurised and we all learnt from each other.!

BEING CLEAR  “I had great success using your presentation approach in Argentina recently – was given the toughest slot, last in the day at 5:30p – was translated from English to Spanish on the fly – great success.  Several told me it was best of the day. The format you’ve provided has helped keep me on the message.

Questions, often without warning

Q: “Sniper Control” How do we handle those questions or statements that come at anytime often without warning in our meeting?

1 Apply the advice in ‘Handling Q&A’ and ask the person a question back, for example “Before I answer, what is behind your question?”  Questions give you control.

2 Ensure you have accommodated all the political opinions in the room and if you think a question will arise that will stump you, ask a colleague for advice before you leave for the meeting.

Q: Presenting without PowerPoint, Can we?    A: Yes, especially with creative ideas. Perhaps you can demonstrate what it is you wish to sell or create the idea in front of the meeting on a flip chart? Better still get them to build alongside you – bring a pad of paper and marker pens to the meeting (No batteries, Windows updates or power cables are needed for these techniques)

Say it in 7: Develop the Game Plan

The Say it in 7 approach to structuring your pitch, story or proposal starts with the client/customer’s pressing challenge and ends on actionSay it in 7 is the methodology to create a pitch/proposal/idea and present it in 7 slides.

In 7 slides we can communicate ‘why our solution’ and back it with evidence that is appropriate to the people who will make the decision.

With fewer slides, each slide has to work harder.

With fewer slides, there is more opportunity for the customer to fill in the blanks with Q&A

Next Steps: The last slide (slide 7) asks for action. We want to get a ‘yes’ rather than a ‘maybe’.

 

FOOTNOTE : Great to be working with Talking Rugby Union the place for all the latest rugby news, photo, videos The Rugby Championship, 7s and Leagues from around the world. In the run up to Rio Rugby 7s A series of articles shows how the world of sport and business are in sync when running a pitch or running on to one!