1. Pitching Skills
Essam Nazzal

2. What you will learn
you will learn how to develop a better presentation skill-set, focusing on
body language, delivery, confidence and communication skills. we will
help you improve your public speaking and pitching skills. The training
includes effective presentation techniques to allow you to present
professionally and with confidence.
Throughout the training, we will giving you lots of useful ideas, tips, and
techniques along the way to keep enhancing and improving on your
delivery.

3. You will be trained on the skills that enable you to engage well with the
audience and clients. There will be an emphasis on body language, eye
contact, voice control, tone, projection and confidence-building tips. We
will work with you on the principles of great and memorable
presentations and pitches: 1. your clear messages, 2. knowing and
engaging your audience and 3. Working on you: confidence and self-
belief.

4. What is Pitching Skills?
• Designed to help the sales professional know what type of
audience is in the room and how they should receive the insights and
information you are communicating.
• Delegates will work through the “PITCH” framework to
communicate value to a decision maker.
•A sales professional who can create powerful insights and
communicate the differentiated value that your solution brings is of
exponential value to your organization.

5. Sales professional approach is that central to successful pitch are
two components; A compelling business case, along with the
insights that will significantly improve your client’s business.
Creating a winning sales pitch is all about making customers
acutely aware of the value that they will derive from your solution
and compelling the audience to action through insight.

6. What are the Benefits?
• Learn the importance of preparation in achieving improved outcomes.
• Focus the pitch on the customer’s challenges and opportunities.
• Understand different audience profiles and how to create an engaging
pitch that captures their attention.
• Communicate the differentiated value that your solution will provide.
• Deliver pitches with greater credibility and confidence.
• Win business more often.

7. The ‘PITCH’ framework is a comprehensive and impactful way to communicate
your value to the decision makers:

8. • Plan: Create a pitch plan from logistics to the agreed agenda
• Insight: Deliver the insights that can impact the customer’s business
• The Solution: Show how the solution can take them to where they
want to be
• Clarity: Clarify the competitive situation and resolve any concerns
• Handshake: Gain commitment to and accountability for the way
forward

9. Seven Essential Presentation Skills For Investor Pitching
Do you want to develop expert presentation skills? Learn seven essential
skills for pitching to investors that will inspire them to take action.
As the owner of a startup, you need investors to buy into your idea. For
investors to see the full potential of your startup, the way you present to
them is critical.
A big mistake is to bombard them with boring slides instead of using
compelling stories and convincing data to engage and inspire them. Here are
some presentation skills that will persuade investors to take action:

10. Seven Essential Presentation Skills For Investor Pitching
1- Practice Beforehand
Presenting does not come naturally to many people. Rehearsing beforehand
can help you to polish your delivery, catch mistakes, solidify your message
and eliminate unnecessary details. Practice in front of your mirror and your
team. Practice your presentation until you can do it in your sleep. At this
point, you can loosen up, and make sure you come across naturally.
Your audience can tell if you’re just repeating from memory and it’s difficult
for them to pick up on your passion and conviction. Once you’ve memorized
your presentation, let go and allow it to flow. If you are as natural as
possible and show you can think on your feet, investors will be impressed.

11. Seven Essential Presentation Skills For Investor Pitching
2- Know Your Audience
Find out as much as you can about potential investors so you can tap into their
desires and address fears in your presentation. An investor may have been
burned by a business similar to yours. Another may never have invested in a
startup before.
Some investors make a decision about whether to invest within the first few
minutes of a presentation. They don’t need to know your entire background
to make this decision. How does this information affect your flow and the
points you want to emphasize?
Investors usually want to work with someone who is confident and who won’t
need to be reassured constantly when times are tough. Combat any doubts
before your presentation and project a positive attitude. Of course, being
overly confident is often a big, red flag for investors – if you’re facing some
tough issues, rather tackle them head-on. Brainstorm potential questions the
investors may have and address them in your presentation.

12. Seven Essential Presentation Skills For Investor Pitching
3- Tell a Story
Your core message should be clear within the first few minutes of your
presentation. Start at the heart of your idea and then put flesh on it.
Michael Medina from EssayOnTime says “entertaining your audience goes a
long way towards a successful presentation. Yes, they need to understand
your business model, market opportunity and competitive advantages but
your story makes a presentation memorable.”
Investors are often making an emotional as well as a financial investment.
They need to feel your passion and understand more about how you came
up with the idea, how committed you are to its success and how your
product or service will change the lives of your customers. Present the
problem you’re solving, your solution, how you propose to implement it and
why you’re the best person to do it.

13. Seven Essential Presentation Skills For Investor Pitching
4- Give Simple Explanations
Investors may not know much about your specific industry and how it works.
They will appreciate your ability to present complex subjects in simple terms.
A clear pitch on a complex subject shows that you have done your research
and you can communicate – critical skills for the success of a business.
Feed information to your audience in digestible chunks, building your case step
by step. Use your words and your visuals to guide your audience on a journey.
If you feed investors information too rapidly, they have no time to process it
and won’t retain it. Don’t try to teach them – you don’t have the time, and
they don’t need to be experts in what you do.
The investors need to see the potential of your idea and be convinced you
know what you’re talking about. Talking about in-depth industry specifics is
unnecessary and also avoid the use of jargon and acronyms.

14. Seven Essential Presentation Skills For Investor Pitching
5- Use Visual Aids
Investors need to see slides, charts, tables and graphs showing the numbers
behind your idea. The key is to tell stories and use the visuals to complement
them. A pitch should come so naturally that you don’t even need the slides –
they are not there to prompt you but to support what you’re saying.
Guy Kawasaki is a renowned presenter, and he recommends the 10-20-30 rule.
This rule states that you should have 10 slides, finish in under 20 minutes, and
use text larger than 30-point. Following this rule makes your presentation
digestible, focused and accessible. Slides should be kept simple,
communicating only one idea. If someone can’t understand the point of your
slide within a few minutes, you need to simplify it.

15. Seven Essential Presentation Skills For Investor Pitching
6- Know Your Numbers
Investors will want to know about your startup needs, current overheads, the
point of profitability and how long you estimate it will take to reach your goals.
Studying all the relevant data ahead of your presentation, helps you pull out
the highest impact figures rather than simple numbers.
Knowing the numbers enables you to talk knowledgeably about what these
statistics mean for your business and if they indicate emerging trends.
Investors see spreadsheets every day – your pitch is all about showing them
how much insight you have into what the numbers mean for your business and
industry.

16. Seven Essential Presentation Skills For Investor Pitching
7- End Strongly
Plan for an exciting, succinct ending. Perhaps this is encouraging them to
consider a world free of the problem you’re solving with a picture to back it up.
Maybe it’s a bold sign-off phrase on your last slide. It could be reminding them
just how committed you are to succeed.
The end of your presentation should hammer home what you most want
people to remember when they walk out of the room. It doesn’t have to be
flashy, but it should be concise and convincing.

17. Making a Perfect Pitch
- When it comes to getting yourself in front of potential new clients and
'strutting your stuff' you really don't get a second chance to make a good
first impression.
- If you're pitching to win, this means you absolutely have to be brilliant
first time around if you want to have any chance of creating a good
working relationship with your potential clients.
- Presenting and pitching are acquired skills, not necessarily innate talent.
Practice and practice some more until you can come across and genuine,
inspiring and convincing. Investors are likely to respond and take action
when you’re able to deliver persuasive stories and back them up with
convincing data.

18. - We'll tell you this right now, most people, when they make tender
presentations, partake in beauty parades or pitch for new work, rarely take
the relationship side into account. They see their job as presenting the work
of their own firm in as professional a manner as possible, making sure the
facts are accurate, the material is polished, the PowerPoint slides are up to
date and their technical expertise at the ready.
- All that is incredibly important. But as far as we're concerned, it's certainly
not the most important thing for people to pay attention to. We know it's a
cliche, but it is 'you they buy' in the end, not the slickness of your
PowerPoint. We'll even go a few steps further: the more you hide behind
your technology, facts, figures, and statistics, the less your chances are of
clinching the deal.

19. Some of the Things That Can Improve Your Pitching Success Rate
Improving peoples Communication and Influencing skills, including:
Questioning, Listening and Responding skills
Relationship building
Delivering clear messages
Adapting individual communication styles
Self-awareness and Looking at personal style
Raising personal profile
Getting buy-in
Persuasion
Confidence building

20. Confidence is a very attractive quality to most people
Identify what you enjoy most about the selling process, and then set out to
enjoy it. If you enjoy it so will they. Most people will buy if they are having a
good time. If you know you know you are weak in some areas get support
from your manager and colleagues. Knowing you have something else to try
will raise your level of confidence.
Small changes in body language can have a large effect
The listener can have a large impact on a conversation feels. Nobody really
sees you changing your body language or vocal tone unless you make it
blatantly obvious.

21. Establishing empathy
People will generally not tell you things that matter until there has been
some empathy established; until they feel they know you and you
understand them. There are many things that establish common ground and
create empathy between people.
Some of the things that establish common ground between people are:
• Deliberately using I, You, or We statements
• Self-disclosure
• Demonstrating knowledge of their business
• Compliments
• Using their name
• Using their jargon and abbreviations
• Questions and information

22. • Be aware that your body language and tone of voice set the feel of a
conversation.
• Use open questions if you can. Think of what you are doing as
schmoozing the client.
• Give them a reason for answering a question; it helps if they know why
you are asking.
• Suggest things to them and offer the opportunity to agree or demure.
• Use pauses and silences to gently nudge them into talking.

23. Pitching is hard, whether it’s on stage, in a boardroom, on a
conference call or anywhere else for that matter. Most of us are
not natural born salespeople. It takes work and practice. But
without a doubt you can improve at it; even if you’re shy or
introverted. Good luck!

24. Top Pillars
Empowering tomorrow’s leaders
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