The book focuses on the special nature of winning significant business in competitivemarkets in pitches involving several formal stages. It will:- Review the essential processes of making complex sales and the role of coretechniques of persuasion- Show how to handle initial contacts and meetings and obtain a clear brief regardingcustomer/client needs- Demonstrate the process of analysing client needs and putting clear and persuasiveproposal documents in writingSunday: What is a pitch?Monday: Initial contactTuesday: Planning a powerful responseWednesday: Putting proposals in writingThursday: Preparing a formal presentational pitchFriday: Making the presentationSaturday: Follow-up action and the power of persistence
