meet the buyers 2105 - how to pitch
TRANSCRIPT
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Be better at Pitching at
Meet the Buyers
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Ermine Amies Sandler Training
@Sandler_Ermine
Linked In
01485 525220
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Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
![Page 4: Meet the Buyers 2105 - How to Pitch](https://reader035.vdocument.in/reader035/viewer/2022062406/55c56f32bb61eb12538b46a9/html5/thumbnails/4.jpg)
Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
![Page 5: Meet the Buyers 2105 - How to Pitch](https://reader035.vdocument.in/reader035/viewer/2022062406/55c56f32bb61eb12538b46a9/html5/thumbnails/5.jpg)
Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
![Page 6: Meet the Buyers 2105 - How to Pitch](https://reader035.vdocument.in/reader035/viewer/2022062406/55c56f32bb61eb12538b46a9/html5/thumbnails/6.jpg)
MTB Advantages & Disadvantages
What worked/didn’t work?
Your objectives?
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Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
![Page 8: Meet the Buyers 2105 - How to Pitch](https://reader035.vdocument.in/reader035/viewer/2022062406/55c56f32bb61eb12538b46a9/html5/thumbnails/8.jpg)
Systematise: Develop your own system,
Meeting sheet & checklists
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Research:◦Company◦Cast of characters
NB: news/current process/supplier contacts
Prep
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Follow up:◦Who◦What◦When – block out diaries◦Draft everything◦Prep nurture campaigns
Prep
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Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
![Page 12: Meet the Buyers 2105 - How to Pitch](https://reader035.vdocument.in/reader035/viewer/2022062406/55c56f32bb61eb12538b46a9/html5/thumbnails/12.jpg)
Don’t pitch!
DUMP YOUR PITCH!
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30 SECOND COMMERCIAL & QUALIFY:• No features/benefits• Consequences – 3 Pains • Where would you like to
start?• Which of those challenges
have you faced?• Which of these things should
we discuss?
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Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
![Page 15: Meet the Buyers 2105 - How to Pitch](https://reader035.vdocument.in/reader035/viewer/2022062406/55c56f32bb61eb12538b46a9/html5/thumbnails/15.jpg)
5 essential steps – a clear contract on next steps• Who• What• When• Where• Why
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Maximise the Outcome What’s different? What do you want? Prep & the essential Secret Prep
Pitch! Qualified? Now what? The other Secret
Agenda
![Page 17: Meet the Buyers 2105 - How to Pitch](https://reader035.vdocument.in/reader035/viewer/2022062406/55c56f32bb61eb12538b46a9/html5/thumbnails/17.jpg)
The secret opportunity?
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Select 3-6+suppliers as your prospects
And prep & ask for meetings
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You can be part of your own plan or part of
someone else’s.
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Next steps:Teach this processWhat’s in your MTB process?More Sandler?
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Key Takeaways and share a lesson
learned
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Ermine Amies Sandler Training
@Sandler_Ermine
Linked In
01485 525220