Engage with your Audience

Psychology of ‘Pitching to Win New Business’

“Success in any business is not just down to the quality of the proposal or project but how that is presented to others.

In these difficult economic times it pays to invest in your personal development impacting your bottom line.  “Brand You – Influencing with Integrity” a series of successful workshop events was delivered recently by Philip in Inverness, Edinburgh and Glasgow for the Chartered Institute of Marketing, each event drawing over 60 delegates. 

He also has run a series of events in Glasgow, Edinburgh and Stirling for the Chartered Institute of Internal Auditors in April, June and in November 2010 be running a varient of this programme for the Local Authority Heads of Internal Audit. and amjor Insurance business and Bank.

Personality Impacting Selling Style

As part of the workshop delegates assessed their selling styles by undertaking a personality profile that highlights key issues of one’s own personal pitching strategy.

Communicating Consciously & Unconsciously

Philip says, “We cannot, not, communicate.  We communicate constantly at the unconscious level.  People are making judgments of ‘brand you’ all the time.  Doesn’t it now make sense to master the secrets of interpersonal mastery and put them to best use for your own benefit?  After all, in these difficult times, we need to use our strategies and tactics of influence to develop and protect our futures”

Using this approach, delegates are more able to take control when influencing others by reading their prospects’ hot buying buttons.

Authentic Pitching: Be Yourself, Master Your Strengths

On the back of this success and bearing in mind recent economic turmoil, Philip has decided to develop a new series of ‘open’ and ‘in-house’ workshops, for a variety of professionals and organisations. 

He says, “Everyone has to pitch not just for business but to influence

others, customers, the boss, potential prospects, negotiating with suppliers and customers and even the tax authorities.”

Philip has coupled his experience in winning business with new clients with cutting edge thinking from the applied behavioural sciences and regularly runs workshops on Interpersonal influence including:

• Interpersonal Influence for Professional Services
• Win-Win: Partnering with Clients
• Selling to Win – Straight Sales
• Developing Rapport, Retaining Customers and Converting Indecisives’
• Superior Internal Consulting Skills for Internal Change Agents
• Presenting Magically
• Conversion from Prospects to Loyal Paying Clients
• Negotiating for Win-Win Solutions
• Using Conflict Constructively

Philip has developed the best material and integrated it into a one day programme that will help people in all sectors either win new business, or more closer in partnership with other stakeholders.

Case Study 1: British Telecom - Internal Audit Division

From his early days in consulting with various divisions of BT Philip developed a three day ‘Influencing with Integrity’ programme and a three day ‘Presenting Magically’ programme for BT’s Division of Internal Audit and later with Finance, HR and Inventory Control.

To curtail external audit fees with external providers BT developed their own internal Audit division based on best practise, thus saving tens of millions per year of using external auditors.  Internal Audit demonstrated a high level of technical expertise, but required to master more assertive and influential skills with Leaders of BT’s Business Units with whom they were working.

Philip continued to run these events with facilitators from Internal Audit for over 6 years over which time, over 350 people attended both these events and integrated the material into the way they worked with BT’s Leaders of Business Units – improving recommendations for change, resulting in improved control of processes, materials, work flow and performance. 

Philip worked with BT and designed a specific programme for them based on detailed and highly valued role plays and case materials – such as “Big Yellow Book” – acknowledged as major drivers for change.  He produced and delivered the workshop in groups no larger than 10-12 people using highly interactive sessions with video feedback and action planning

linking into career development.

Case Study 2: CNH Global (Case Corporation) USA, Europe and the UK

Over a seven year period, Philip worked with the VP of strategic manufacturing and the European Director of Quality to develop a high degree of interpersonal skills with the ability to work closely with their teams in manufacturing and support services.

He worked principally with engineering and quality specialists, supporting them and enabling them to develop their own influencing strategies, tactics and skills to influence their principal internal customers throughout the world. 

He later worked in specific Plant locations driving Leadership performance using the same tools MQE spreading to major Location in the US and Europe

These managers from Management and Quality Engineering (MQE) were ambassadors, liaising and working with Plant Managers worldwide, helping them to improve their manufacturing capabilities, especially with the placement of equipment manufacture in new locations.

National Cross Border Cultural Change

From this work evolved Philip’s unique Workshops on working with Nation Cultures – examining the major cultural nuances of different national states – the purpose of which was to ensure that US and European engineers would consciously assess the approach they should take with foreign Nationals.

When Fiat acquired Case Corporation Philip’s work expanded to accommodate the new Italian ownership, and with his client devised an unusual and unique Workshop to support managers who worked in wide variety of geographies.

Adding Value to Business

Philip has also delivered and designed such programmes for Mortgage Express, Lloyds, Fermec, RBS, General Electric Volkswagen FS and many more. 

He has also run a series of open Workshops focusing on exactly those strategies and skills that enable one to control and influence a pitch in many contexts. More››

Life is a Pitch – Present Magically

If you want to win new business or reverse risk on unhappy customers you should attend this refreshing workshop.  After all you and your brand is the most important factor.  You leave a signature behind with your customers so make sure it’s positive, powerful and addictive.

We are confident these sessions will be of value to you and your business.
 
Three Sessions on the Secrets behind Effective Pitching

Your Pitching Skills

• How do you acquire interpersonal mastery and what is it?
• 6 Logical Levels of Your Sales Identity
• 7 ways of Selling to the buyer’s brain and emotions
• Assess now what are my interpersonal competencies and what do I need to work on to get best results?
• 4 Stage Method to how can I even be a better me?
• How can I use my linguistic ability and my physiology to best effect
• Body language – does and don’t for pitching 5 things you must focus on – 5 habits to destroy
• Confidence Building – a 3 Step approach to perfect poise

Preparation & Rehearsal

• Being authentic and flexible with your audience
• Reading your audience personalities
• Preparing for joint presentations as a cohesive team – managing the pitch at all stages
• Using PowerPoint to best effect
• Rapport Building
• Rehearse, Rehearse, Rehearse

Your Pitching Strategy

• Developing your personal strategy for pitching
• Sell benefits in practical terms that makes people want to buy
• Diagnose potential objections and inoculate against failure
• 7 Influence strategies that work
• Your personal action plan

(In house events specifically tailored for corporate needs and wants differ are still available but selling fast.)

We are running two one-day events in Edinburgh on November 30 and December 7, 2010.  Places are strictly reserved and selling quickly. 

These events will not be repeated until late Spring 2011.  Book your place now by emailing Ann McLoughlin. 

The fee for each Workshop is £350 plus VAT (£411.25) and covers all materials, lunch and tea and coffee.  The events runs from registration at 0930-1230 for lunch and 1330 till 1630 when drinks are available.  Venue in Edinburgh City Centre to be announced.
 
info@philipatkinson.com  44(0)131-346-1276