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How to “ROAR” with success
33
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Page 1: Winning pitches

How to “ROAR” with success

Page 2: Winning pitches

Exercise impromptu

Page 3: Winning pitches

• Pulse 70/140!• Mind too quick.• Eyes and contact• Waffle• Self centred• Adrenalin• Time distortion

Key learning- from impromptu

Page 4: Winning pitches

• We speak at 120 wpm approx..

• We think at approx1500+wpm.

Problem 1

Page 5: Winning pitches

Breath!

4-6 breaths….create time!

Page 6: Winning pitches

Problem 2

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The “eyes” have it!

Page 8: Winning pitches

Words

Males of advanced years frequently display a marked deterioration of the re-collective

faculties

Or

Page 9: Winning pitches

Old men forget

Page 10: Winning pitches

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”

Page 11: Winning pitches

WEALTH

INTEGRITY

Problem 3

Page 12: Winning pitches

Problem 4

Structure

Page 13: Winning pitches

• TELL THEM WHAT YOU ARE GOING TO TELL THEM

• TELL THEM ..................

• TELL THEM WHAT YOU HAVE TOLD THEM

Problem 4

Page 14: Winning pitches

Problem 5

Page 15: Winning pitches

C

2 HOURS

Time

Page 16: Winning pitches

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

Page 22: Winning pitches

EXAMPLE POINT

REASON

NO3

V/A

Crib cards

Page 23: Winning pitches

• LISTEN AND FORGET

• SEE AND REMEMBER

• DO AND UNDERSTAND

Understand your audience

Page 24: Winning pitches

• 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………

Page 25: Winning pitches

Top flight presenters “Pull”

Page 26: Winning pitches

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

Page 28: Winning pitches

STAYING SILENT

POSITVE BODY LANGUAGE

ENCOURAGING WORDS ETC.

TAKING NOTES

UNBUNDLING

SUMMARISING

REFLECTING

INTERPRETING

PASSIVE

ACTIVE

Listening

Page 29: Winning pitches

• WHAT MUST I DO?

• WHAT SHOULD I DO?

• WHAT MIGHT I DO?

Priorities

Page 30: Winning pitches

• WORDS ARE WHAT YOU ARE FOR!

Words are not visuals

Page 31: Winning pitches

Tee Shirts

Page 32: Winning pitches

Tee Shirts

No more words than you

can fit onto a tee shirt

Page 33: Winning pitches

Bullets are good but..

It only takes one or two!