Winning pitches
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Transcript of Winning pitches
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How to “ROAR” with success
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Exercise impromptu
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• Pulse 70/140!• Mind too quick.• Eyes and contact• Waffle• Self centred• Adrenalin• Time distortion
Key learning- from impromptu
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• We speak at 120 wpm approx..
• We think at approx1500+wpm.
Problem 1
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Breath!
4-6 breaths….create time!
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Problem 2
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The “eyes” have it!
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Words
Males of advanced years frequently display a marked deterioration of the re-collective
faculties
Or
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Old men forget
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Exercise
• Draw on your pad a :
• Cat, table and book……………………………..
Next….”What picture comes into your mind when I say “Wealth”
Finally when I say “Integrity”
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WEALTH
INTEGRITY
Problem 3
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Problem 4
Structure
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• TELL THEM WHAT YOU ARE GOING TO TELL THEM
• TELL THEM ..................
• TELL THEM WHAT YOU HAVE TOLD THEM
Problem 4
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Problem 5
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C
2 HOURS
Time
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Speak like a ……Think like a ……..
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Problem 6
People do not remember what you say…..
They only remember………………………..
What they think about what you have said!
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Did you get that!
• Balance between presentation and engagement
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Speech is silver but silence is golden
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• EXAMPLE
• POINT
• REASON
Golden rule
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CRIB CARDSCRIB CARDSCRIB CARDSCRIB CARDS
EXAMPLE POINT
REASON
NO3
V/A
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EXAMPLE POINT
REASON
NO3
V/A
Crib cards
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• LISTEN AND FORGET
• SEE AND REMEMBER
• DO AND UNDERSTAND
Understand your audience
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• 30% OF WHAT WE HEAR
• 40% OF WHAT WE SEE
• 50% OF WHAT WE HEAR AND SEE
• 70% OF WHAT WE SAY
• 90% OF WHAT WE DO
We remember………
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Top flight presenters “Pull”
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PUSH
PULL
APPROACH
FACT FINDPERSUADE
CLOSE
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Views and opinions
Activelistening
Exploring
Building common ground
Establishrapport
Incentives& pressures
Stating what you want
Express feelings
•reflect•clarify•interpret•summary•n.v.c. •questions
•probing•test understanding
•interests•views•goals•visions
•disarm•build trust•mirror•match
•final summary•re-state facts•you/they feel
•make objectives clear•use I want
•focus first on negatives•then positives•get them to listen
•summarise facts
•benefits•“you appeal”
•“we”
PULL
APPROACH
FACT FINDPERSUADE
CLOSE
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STAYING SILENT
POSITVE BODY LANGUAGE
ENCOURAGING WORDS ETC.
TAKING NOTES
UNBUNDLING
SUMMARISING
REFLECTING
INTERPRETING
PASSIVE
ACTIVE
Listening
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• WHAT MUST I DO?
• WHAT SHOULD I DO?
• WHAT MIGHT I DO?
Priorities
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• WORDS ARE WHAT YOU ARE FOR!
Words are not visuals
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Tee Shirts
•
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Tee Shirts
•
No more words than you
can fit onto a tee shirt
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Bullets are good but..
It only takes one or two!