Developing & Delivering Winning Sales Pitches

Making a successful sales pitch begins long before the presentation itself. It requires strategic direction, careful preparation and meticulous rehearsal with the right people in order to ensure that your bid will stand out from the crowd. This workshop takes participants through the pitching process, from the crucial foundations of understanding the client brief and requirements right through the vital preparation stages to the delivery of a confident, stylish bid presentation.

Course Objectives

By the end of this course you will be able to:

• Identify what constitutes a good pitch.
• Closely define your client’s requirements.
• Develop your pitch strategy.
• Put together your pitch team.
• Create your pitch process.
• Prepare for your pitch.
• Rehearse and present your pitch in the right style.
• Follow up your pitch presentation.

Who Should Attend?

This course is for people who are involved in developing proposals and making client pitches, and in coordinating bid teams and sales presentations. It aims to equip them with specialized pitch development and delivery techniques that will give them the edge over business rivals.

Course Outline

Understand the pitch

• Understanding what the customer really wants
• Asking the right questions
• Research techniques
• Understanding your competitors

Developing your team

• Building a pitch timetable
• Creating the pitch team
• Team organisation, roles skills and responsibilities
• Creating the process

Planning your Campaign Strategy

• Developing your campaign strategy
• Communicating and tracking strategy to the team
• Creative tactics that help your pitch sparkle
• Choosing what type of pitch to make

Preparing the Pitch

• Selecting the right information for your pitch
• Developing and preparing your pitch team
• Preparing your presentation
• Getting the tone right
• Deciding what NOT to say
• Demonstrating added value
• Staging and rehearsing your pitch

The Finishing Touches

• Specialist presentation skills for rehearsing and delivering your pitch with confidence and style
• Using visual aids to best effect
• Verbal and non-verbal communications
• Handling questions and objections

What Next?

• Following up on your successful pitch
• Making the best of an unsuccessful pitch

Course Methodology

A variety of methodologies will be used during the course that includes:

• (30%) Based on Case Studies
• (30%) Techniques
• (30%) Role Play
• (10%) Concepts
• Pre-test and Post-test
• Variety of Learning Methods
• Lectures
• Case Studies and Self Questionaires
• Group Work
• Discussion
• Presentation

Course Fees

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Course Timings

Daily Course Timings
08:00 - 08:20       Morning Coffee / Tea
08:20 - 10:00       First Session
10:00 - 10:20       Coffee / Tea / Snacks
10:20 - 12:20       Second Session
12:20 - 13:30       Lunch Break & Prayer Break
13:30 - 15:00       Last Session