Delivering Winning Sales Pitches Course

Delivering Winning Sales Pitches Course

2 Day Programme

This 2 day sales pitches training course is aimed to provide delegates with a range of skills, tools and techniques to enable you to plan, structure and conduct a variety of sales pitches to your clients in different situations, utilising an assortment of approaches within your sector.

Delivering Winning Sales Pitches

Course Outline

The programme covers the essential “Body of Knowledge” required of anyone involved in “pitching” and by the end of the course you will be able to:

Understand the factors requiring to be considered when planning to pitch
Acquire the skills, knowledge, tools and techniques to “pitch” effectively
Understand the etiquette and behaviours of anyone involved in “pitching”
Sense the room when “pitching”

Suitability – Who should attend?
This course will benefit anyone who delivers or will deliver sales pitches to clients on both a formal and informal basis.

Course Content

Delivering Winning Sales Pitches is designed to cover the following areas:

– Introduction and Context to the Field of Pitching to Win Business
The Importance of Effective “Pitching”
The skills, behaviours & etiquette of an effective Pitcher
The fears worries, concerns, nerves and challenges of pitching to a Client
The Key Messages of Pitching
Successful Bid Management – Why companies lose bids

– Planning & Structuring Client Pitches
Successful Bid Management – Planning
Understanding what the Client really wants
“Tenders”, “pre tender” meetings and proposals – what is looked for
The aim of the “pitch”
The needs of the Client
The mindset of the Client
The attendees to the pitch
The receptiveness levels, attitudes & moods of the attendees
The timing of the presentation
The venue of the session
The “Mood Style” of the attendees
Structure a “pitch” session
– Communicating Effectively with the Client

The importance of Questioning & Listening for the “pitcher”
The type of questions at our disposal and the most appropriate time to use them at a “pitch”
The skill and benefits of “Active Listening” at a “pitch”
Barriers to effective listening
Improving our listening skills
Fielding and answering questions effectively
Picking up buying signals
Picking up “Extra Business/Services” signals
– Delivering Client Pitches – The Technical Elements

The Presenter as the “Leader” of the “pitch”
Delivery tools and techniques
Grabbing and Holding Attention
“Selling” your message (features and benefits)
Demonstrating added value
Bringing content “alive”
Structuring the “pitch”
“Pitching” as part of a team
“Pitching” Tenders and Proposals
– Delivering Client Pitches – The Interpersonal Elements

Maximising “interpersonal” & “communication skills” as a “Pitcher”
Maximising the use of Words and Tone of Voice as a “Pitcher”
Maximising Body Language as a “Pitcher”
Establishing & maintaining credibility as a “Pitcher”
Maintaining Neutrality, Objectivity & Impartiality when “pitching”
Appearing Cool, Calm Confident and in control – Tricks of the trade to hide nerves
Building Rapport & Connecting with the Client & Creating personal impact
“Pitching” from a Seated position with “no” visual aids
Pitching as a team
– Understanding and Managing the Client

Understanding the “personality” of the Client
Asking the right questions
“Switching on” and “Switching off” your Client
Adapting your “presentation” behaviours to different Client personalities
Gauging the mood of the Client
“Sensing the Room”Delegate Packs
On completion of the course, delegates will receive a delegate pack which includes:
Course workbooks,
Contact phone number & email address where attendees can receive follow up consultation with the trainer when back in the workplace
Certificate of Attendance
Added Value
The course trainer will work with all delegates to create a practical and personal action plan that can be implemented back in the workplace.