Delivering Winning Sales Pitches

This two day training course uses practical exercises and a range of proven “Presentational” tools, techniques & “tricks of the trade” to give you the ability to plan, structure and conduct a range of business “pitches” to clients on a variety of occasions, utilising an assortment of approaches within your Sector.

The programme covers the essential “Body of Knowledge” required of anyone involved in “pitching” and by the end of the course you will be able to:

• Understand the factors requiring to be considered when planning to pitch
• Acquire the skills, knowledge, tools and techniques to “pitch” effectively
• Understand the etiquette and behaviours of anyone involved in “pitching”
• “Sense the room when “pitching”
  
  

Suitability - Who should attend?

This course will benefit anyone who delivers or will deliver business pitches to Clients on both a formal and informal basis.

Course Content

Delivering Winning Sales Pitches is designed to cover the following areas:

Introduction and Context to the Field of Pitching to Win BusinessThe Importance of Effective “Pitching”

• The skills, behaviours & etiquette of an effective Pitcher
• The fears worries, concerns, nerves and challenges of  pitching to a Client
• The Key Messages of Pitching
• Successful Bid Management – Why companies lose bids

Planning & Structuring Client Pitches

• Successful Bid Management – Planning
• Understanding what the Client really wants
• “Tenders”, “pre tender” meetings and proposals – what is looked for
• The aim of the “pitch”
• The needs of the Client
• The mindset of the Client
• The attendees to the pitch
• The receptiveness levels, attitudes & moods of the attendees
• The timing of the presentation
• The venue of the session
• The “Mood Style” of the attendees
• Structure a “pitch” session

 Delivering Client Pitches – The Technical Elements

• The Presenter as the "Leader" of the "pitch"
• Delivery tools and techniques
• Grabbing and Holding Attention
• “Selling” your message (features and benefits)
• Demonstrating added value
• Bringing  content “alive”
• Structuring the “pitch”
• “Pitching” as part of a team
• “Pitching” Tenders and  Proposals

Delivering Client Pitches – The Interpersonal Elements

• Maximising “interpersonal” & “communication skills” as a “Pitcher”
• Maximising the use of Words and Tone of Voice as a “Pitcher”
• Maximising Body Language as a “Pitcher”
• Establishing  & maintaining  credibility as a “Pitcher”
• Maintaining Neutrality, Objectivity & Impartiality when “pitching”
• Appearing Cool, Calm Confident and in control – Tricks of the trade to hide nerves
• Building Rapport  & Connecting with the Client & Creating personal impact
• “Pitching” from a Seated position with “no” visual aids
• Pitching as a team

 Understanding and Managing the Client

• Understanding the “personality” of the Client
• Asking the right questions
• “Switching on” and “Switching off” your Client
• Adapting your “presentation” behaviours to different Client personalities     
•  Gauging the mood of the Client
• “Sensing the Room”

 Communicating Effectively with the Client

• The importance of Questioning & Listening for the “pitcher”
• The type of questions at our disposal and the most appropriate time to use them at a “pitch”
• The skill and benefits of “Active Listening” at a “pitch”
• Barriers to effective listening
• Improving our listening skills
• Fielding and answering questions effectively
• Picking up buying signals
• Picking up “Extra Business/Services” signals

 
Delivering Winning Sales Pitches

Tom Courtney - Trainer Profile

Tom Courtney is a highly skilled and experienced Training & Development Specialist who has operated across all Industry Sectors over the last 27 years, delivering a comprehensive range of Training & Development interventions to a whole variety of Clients throughout the UK and internationally.  He has extensive skills, knowledge and experience related to improving “individual”, “team” and “organisational” performance and takes pride in establishing and sustaining effective and enduring client relationships. 

Tom achieves measurable results related to improved client and employee satisfaction by sharing his extensive business training acumen in line with the specific requirements identified by his client group. Some of his key achievements to date include:-

The Design, Development , Delivery & Evaluation of:

• UK Oil Industries inaugural DTi  Business to Business Mentoring Initiative through the Department of Trade and Industry
• unique Price Waterhouse Management Programme in Azerbaijan
• worldwide Project Management Programme for International Oil & Gas Offshore Vessel Logistics Organisation
• worldwide Quality Management Programme for Major Oil Contractor
•  Level 5 Senior Management Development Programme for UK National Fire Service
•  “Training & Learning Skills” Programme for  Fire and Rescue Service
•  North Scotland’s inaugural Head Teacher Management Development Programme

 Tom was also responsible for obtaining the first Belbin Agency Licence in Scotland and achieving the first SQA in Education Business Partnership Activities.  Tom has owned his own Consultancy Business for the last 9 years and has held Directorships and Non Executive Roles in a range of private and public sector organisations over the years.  A trained Behavioural Analyst, his career has taken him throughout Europe, Asia, the USA, the Middle and Far East and he has appeared a number of times on TV as a guest presenter on Training and Development matters.

Delegate Packs

On completion of the course, delegates will receive a delegate pack which includes:

• course workbooks,
• copies of slides
• contact phone number & email address where attendees can receive follow up consultation with the trainer when back in the workplace
• Certificate of Attendance

Added Value

The course trainer will work with all delegates to create a practical and personal action plan that can be implemented back in the workplace.

In House / In Company 

As well as being offered as a Public/Open Course, this course can also be delivered as an in-house programme, which can save your company both time and a significant amount of money.  It can be delivered exactly as shown in the course outline, or customised to include company- or industry-specific case studies and terminology. Alternatively, Courtney Associates can develop an entirely bespoke programme to meet your organisational needs, delivered anywhere in the UK at no additional cost.  We provide a free consultation service for all of our in-house programmes.  Please contact us if you interested in this option and would like to receive a free, no obligation quote.

Government Funding / Grants

Funding up to 50% may be available to attend this course. If you are a senior decision maker in an organisation that employs between 2 and 249 members of staff you may be eligible for this.  Please contact us for further information

Customer Reviews

“Alan, the course trainer, was very patient and very good at explaining and picked up on my strengths and weaknesses. 5 star course, excellent!”

Usha Rice, Hi Spce- 24th May 2016

“Excellent!  Tom, the course trainer was fantastic! Everything went well, would only have been better if there was more time in the day! It was faultless, could not have asked for anymore!”

Tom Sheppard, Manager, HI Spec Windows- 24th May 2016

“Alan, the course trainer, was very welcoming and full of knowledge that I felt benefited the whole group for our working and personal life.  Overall the course was excellent, very interesting and beneficial.  Would recommend to others.”

Jasmine Thomas, IDE Rental- 24th May 2016