Selling benefits not features - or how to develop a compelling proposition and avoid wasting senior executive's time"
Getting your product pitch right is critical. When you’ve only a few minutes to get your message across, make sure it’s delivered crisply, effectively and leaves the potential customer wanting more.
In this half-day workshop, Bob Keiller, highly respected ex CEO of Wood Group and now Chair of Scottish Enterprise, provides the unique insight of a major business leader into how to ensure your proposition is totally compelling when pitching to senior decision makers.
Session One
• Ground Rules and Expectations
• Effective presentations and public speaking are skills that can be learned.
• Why you need a process!
• What makes a presentation effective?
• Knowing your audience
• Screening and Scoping – Understanding your brief
• Research and Design – Using a template
• What makes a story?
• Establishing your credibility
Session 2
• Planning and Logistics
• How to close
• Developing your ideas and how to present them
• How to rehearse and improve - dealing with nerves
• Presenting
• Feedback and learning
• Next Steps
ScotlandIS Members: £60 (incl vat)
Non Members: £90 (incl vat)
