Meet the Buyers 2105 - How to Pitch

transcript

Be better at Pitching at

Meet the Buyers

Ermine Amies Sandler Training

@Sandler_Ermine

Linked In

ermine.amies@sandler.com

01485 525220

Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep

Pitch! Qualified? Now what? The other Secret

Agenda

MTB Advantages & Disadvantages

What worked/didn’t work?

Your objectives?

Agenda

Systematise: Develop your own system,

Meeting sheet & checklists

Research:◦Company◦Cast of characters

NB: news/current process/supplier contacts

Follow up:◦Who◦What◦When – block out diaries◦Draft everything◦Prep nurture campaigns

Agenda

Don’t pitch!

DUMP YOUR PITCH!

30 SECOND COMMERCIAL & QUALIFY:• No features/benefits• Consequences – 3 Pains • Where would you like to

start?• Which of those challenges

have you faced?• Which of these things should

we discuss?

Agenda

5 essential steps – a clear contract on next steps• Who• What• When• Where• Why

Agenda

The secret opportunity?

Select 3-6+suppliers as your prospects

And prep & ask for meetings

You can be part of your own plan or part of

someone else’s.

Next steps:Teach this processWhat’s in your MTB process?More Sandler?

Key Takeaways and share a lesson

learned

Ermine Amies Sandler Training

@Sandler_Ermine

Linked In

ermine.amies@sandler.com

01485 525220

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