ABOUT THE Session

Ever had the experience of seeing an outstanding communicator own the room and build credibility in an instant? On the spot, they seem to be able to assemble a few choice words and deft sentences that win over skeptics and get everyone on board. 

When you’re responsible for winning new business, you need to be able to communicate your ideas - and your company’s value - to prospective clients in powerful and memorable ways, but few of us have learned how to do it expertly.

Drawing on neuroscience, psychology and decades of pitch experience, this class will give you a new paradigm, mindset and processes for how to pitch to win. This course will introduce you to a four-step methodology that you can use to craft proposals, presentations and conversations that are more persuasive, enabling you and your company to really shine. You will walk out with a new mindset, concrete formulas and a boatload of practical tips that your team can align around to create powerful narratives that win over skeptical clients. 

Employ these principles of influence in your next pitch, capabilities presentation or prospecting conversation, and you’ll see an immediate difference in your ability to sell in your ideas and close the deal.

WHAT YOU WILL LEARN

• The different client types and how your pitches should change based on each one;

• How to read a Linked in Profile to better understand the client’s personality;

• How to “dig for the carrot” to uncover your client’s business pressures, opinions and beliefs so that you can address their unspoken buying barriers;

• The concept of a “win theme” and how to use it to align team members around a common theme and pitch strategy;

• The importance of developing a central message to serve as a backbone for your pitch content;

• How to use the “questioning” technique to uncover information, influence decisions and improve your critical conversations;

• Different organizing structures you can use for different presentation or conversation scenarios;

• How to use visual language such as metaphors/quotes/analogies to bring your ideas to life and make them more impactful;

• Quick tips on how to look and sound your best - even when presenting virtually.

OPTIONAL LEARNING LAB WORKSHOP AVAILABLE

Looking to offer participants a hands-on experience after they take this class? Our Learning Lab add-on class may be just the thing.  Learning Labs give participants a chance to bring in their own content and practice key skills for instructor feedback.  So that we can offer a personalized experience, we limit the number of attendees who can join each Learning Lab. Each participant will be asked to complete some light “pre-work” beforehand so they come to the session warmed up and ready to go.

PARTICIPANT FEEDBACK