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Be better at Pitching at Meet the Buyers
| Date post: | 08-Aug-2015 |
| Category: |
Business |
| Upload: | ermine-amies-m-idm |
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Be better at Pitching at
Meet the Buyers
Ermine Amies Sandler Training
@Sandler_Ermine
Linked In
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
Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
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?
Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
Systematise: Develop your own system,
Meeting sheet & checklists
Research:◦Company◦Cast of characters
NB: news/current process/supplier contacts
Prep
Follow up:◦Who◦What◦When – block out diaries◦Draft everything◦Prep nurture campaigns
Prep
Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
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?
Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
5 essential steps – a clear contract on next steps• Who• What• When• Where• Why
Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
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
01485 525220
