what is your approach I’m talking about your approach to the sales pitch the project interview the shortless presentation whatever you want to call it the moment where you have to win over your client so that they pick you over your competitors I just spent the day coaching a team to select an approach and a lot of people don’t realize there are approaches is we kind of get our stuff together we prepare and then we present it we find there are specific ways to approach one of these pitches and in that process we’ve discovered that there’s never an end to the numbers of ways that you can come up with to do these things there’s always something new but I want to talk about several known approaches so that you can be creative and figure out how you want to go about your win the most common approach that people take we call it traditional I will have a slide deck my team members each own their slides I I talk on my slide they talk on their slide we step through our material make our arguments it’s very traditional it’s just one way to go about it and what people often miss is you want to pick your approach based on what advantage it provides by virtue of what it shows what it showcases so traditional the standard presentation approach it shows Authority and preparedness so when I stand up and I have my slides and we go back and forth presenting through our slide deck we look prepared and professional we show Authority we pay respect that’s what it’s good for but what if if what’s needed what if the prospect is wanting to know what you’re like to work with they want to know what the experience is going to be well they want to see your team Synergy so traditional isn’t the best way to show that a better way is to tag team if I want to show Synergy I want multiple people talking together kind of back and forth a little more conversationally so we see the Natural Energy between people well that might not be what we want to see maybe the prospect is trying to see integration how do you integrate together well that’s something I call a hockey game you bring everybody out and all the different presenters speak to each issue so you move through the topics and you hear from a lot of people from this station or that station different vantages that shows integration oh but what if that’s not with the prospect want to see they want to know that you collaborate well they want to see collaboration in that cas case maybe you’re getting interactive interactivity shows collaboration and maybe what they want to know is what it’s like to work directly with you and maybe you would just sit down and have a discussion and in the discussion we get more of a kickoff experience so think about these that I just showed you if if you want to show Authority and pay respect you want to do it the traditional way if you want to show Synergy you want people tag teaming if you want to show integration you play cocky everyone’s out on the ice together if you want to show collaboration you need to interact and if you want to create a a working session experience for your prospect then you should do a discussion so those are standard ways that we decide how to go about a sales pitch but today we came up with another one and no matter how many times you think you’ve got it nailed down a little creativity and an open mind and listening closely tuning in to what the prospect has voiced you may find other approaches so don’t just present the way you present because that’s the way you do it don’t consider yourself having selected an approach just because you figured out all the information made the slides and presented it what you want to do is think about what you’re trying to bring forward to the prospect what you’re trying to show them and pick an approach that shows what you want to show
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