1
Type
Speaker
CPD Hours Level
Seminar 6 IntroductionInformation
Accreditation Information
SRA Competency D

Introduction

Some types of professional work are won entirely through informal pitches and formal tenders. And most professionals (whether lawyers, accountants or surveyors) will be required to prepare a pitch or tender at some point in their career.

Writing and presenting a persuasion pitch relies on strong communication skills and an understanding of the sales process.

This workshop guides you through the pitch development process and focuses on the skills needed to form a strong relationship with the prospective client, assess their needs and motivation, formulate a winning sales strategy and communicate persuasively in written documents and presentations.

The aim is to help you improve your conversion rate.

What You Will Learn

Process, Planning and Preparation

  • Before the pitch
  • Go/No go decision
  • Research requirements
  • Competitive positioning
  • Creating a compelling value proposition
  • Contact with the client and scoping meetings

The Document

  • Essentials of persuasive writing
  • Brand personality and innovation
  • Structure and content (key messages)
  • Storytelling and an emotional connection
  • Using the client’s values/language
  • Writing to sell
  • Executive summaries
  • Reviewing and editing

Preparing for the Presentation

  • Obtain feedback from the client
  • Presentation skills:
    • Structuring the content
    • Introducing yourself and adapting to personalities
    • Creating rapport and trust (emotional intelligence, non-verbal communication)
    • Strong start, control and positive finish
    • Insight selling - adding value as you sell
    • Promoting interaction and discussion (questions/active listening)
    • Objection handling and closing
  • Rehearsals

After the Pitch

  • Debrief, feedback and continuous learning

Book now

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Seminar | 21.10.2020

London | 9:30am - 5:15pm


Pitch Perfect - How to Prepare & Present Winning Pitches & Tenders

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Oct
21
2020
London
9:30am - 5:15pm
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Prices (ex VAT)
Smart
Plan Information
£243
Season
Ticket Information
£270
Standard
£540
Group bookings
Discounts are available for multiple places and if you have 5 or more people interested in this course and would like to discuss holding it in your area or on an in-house basis then please email us at information@mblseminars.com
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