March 2009
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How to Close a Sales Pitch: No Tricks Necessary. |
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Joey Asher
President's
Perspective |
Today’s column is adapted from my new book, How to Win a
Pitch: The Five Fundamentals that Will Distinguish You
from the Competition. To purchase the book
click here.
I once met with the managing partner of a large
consulting firm. He was considering bringing me in to do
a seminar on how to deliver winning new business
presentations.
At one point, he looked at me and got very serious. “I
really just want you to address one thing in your
program,” he said. “I want you to address how to close a
sale at the end of a pitch. We need closers.”
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Don't Make Your Listeners Play "Where's Waldo?" |
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Many speakers insist on making their listeners play “Where’s Waldo?”
If you don’t remember, “Where’s Waldo?” is the addictive series of
drawings by British Illustrator Martin Hanford. The drawings include
busy crowd scenes. Your job is to identify Waldo in the crowd.
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How to Get the Best Return for Your RFP Dollar. |
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We recently ran across an article about the high cost and low return
of responding to requests for proposals by in-house counsels seeking
attorneys.
The article points out that the win rate is only 30 percent and the
cost to get to the pitch can exceed $50,000. We once worked with an
architecture firm that told us that they regularly spent more than
$50,000 to respond to an RFP.
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New Book by Speechworks President
Teaches How to Win a Pitch. |
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Want to learn how to deliver presentations that make the sale?
Then get a copy of “How to Win a Pitch: The Five Fundamentals that
Will Distinguish You from the Competition.”
The new book by Speechworks President Joey Asher details how he and
the other coaches at Speechworks have helped clients create and
deliver presentations that have won billions of dollars in new
business contracts.
To order your copy,
click here.
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Should You Memorize Your Entire Presentation? |
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We are asked this question a lot. And the answer is no. But you
should practice your
presentation so much that you can say it almost the same way every
time. That’s not the same as memorization.
Let us explain.
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Presentation Tip from John McEnroe. |
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“What is the single most important quality in a tennis
champion? I would have to say desire, staying in there
and winning matches when you are not playing that well.”
That’s a quote from John McEnroe, the tennis champion and former
superbrat, who celebrates his 50th birthday last month.
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