Join Dane Howard for an in-depth discussion in this video Closing the deal, part of Pitching Projects and Products to Executives.
(Music playing.)…Dane Howard: Getting through a successful pitch and delivery will enable that idea to be heard,…but how do you close the deal?…What do you do to give it legs?…What's needed in order to extract the value, to get the headcount, budget, or even…approval for that project?…Well, moving ideas forward has more to do about being confident, humble, and…just ask for the work.…Listen to those that are in the room…that will ultimately partner with you, in order to move that idea forward.…Tim Barber: The most important part of a pitch is the end, because you've either answered…everyone's questions or you haven't.…
You've either convinced them or you haven't.…It's really important to do two things:…One is to put it out there, to invite-- very bluntly--observations about where did…we either miss, or what questions you still have, where do you think we're…wrong, to invite any of those criticisms so that you have a chance to respond to them.…One additional thing that's really essential to wrapping up a successful pitch…
- Getting and incorporating feedback before the pitch
- Creating a list of key stakeholders
- Deciding on the format of the meeting
- Effective prototyping
- Providing an intimate setting
- Being succinct and staying on-track
- Making the presentation
- Closing the deal
Skill Level Appropriate for all
Q: Where can I learn more about communication skills?
A: Discover more on this topic by visiting communication skills on lynda.com.