By now, the pitch team has a clear Communication Objective and has a clear Meeting Goal that will move them further along the sales process, closer to winning. A Story Plan has been written that identifies topics and a logical structure as well as the key messages the pitch team want the customer to hear and remember. Content has been refined in the light of the audience who will be at the presentation, and the words and style have been carefully considered and refined to ensure that the presentation evokes the appropriate sentiment and asserts why the supplier offers the best solution to the customer.
Delivering the presentation is step six and the finale of becoming a Master of Persuasion (Figure 8.1 ...
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