December 2008
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Make Your Next Pitch Like an Car Test
Drive. |
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Joey Asher
President's
Perspective |
Buying a car is easy. You go to the Honda dealership.
You say, “I’d like to test drive the new Civic.”
The salesman says, “Let me get you the keys.”
You give it a spin and you get a feel for it. You know
pretty quickly whether the car is right for you.
Hiring a lawyer, an architect, an accountant or any other
business service provider is harder. You can’t ride
around in a tax lawyer and “see how it handles.”
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New Book by Speechworks President Teaches "How to Win a Pitch."
Get a Copy Today! |
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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.
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CEO's Aren't the Only Ones that Like Brevity. |
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"When you’re presenting to our CEO, be sure to keep it tight. He has
a very short attention span.”
We hear people say that about their CEOs all the time.
It’s like CEOs all somehow suffer from a horrible case of attention
deficit disorder.
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If You Don't Have the "Goods" for a Sales Presentation, Consider Not
Presenting. |
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If you want to deliver a winning pitch, you have to have
“the goods.” By that, we mean you have to have a strong
sense of the client’s “hot buttons.” You need to
know the big problems that the prospect is trying to
solve in hiring you.
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Why You Should Avoid Saying "Great Question!" |
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Let’s say that you’re at a nice restaurant with some
friends. When one of your friends gives her order, the
waiter says, “Very nice choice.” In fact, the waiter
says, “very nice” or “good choice” to everyone at the
table . . . except you.
When you ordered the fish, the waiter just nodded and
walked away.
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Public Speaking Tip from Odetta. |
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"No one can dub you with dignity. That’s yours to claim.”
Those are the words of folk singer and civil rights legend Odetta,
who died this month. If you don’t know about her,
check out her obituary in the New York Times.
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Avoid Getting Blinded By Your Projector. |
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One thing that people worry about when using PowerPoint is what to
do when the light from the projector cuts the room in half.
You’ve seen the problem. Your projector is on a table at the front
of the room and the light from the projector is shining on the
screen such that you can’t walk across the front of the room without
blinding yourself and briefly blocking the screen.
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