Paul Tomes

abridged handout version

pitch the business of persuasive communication

management leadership

doing business gets in the way

of doing leadership doing leadership stuff

is time consuming

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

think communicate energise

‘see it’ ‘believe it’ ‘achieve it’

core business

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

right brain

time

space

tools

collaboration

visual

contrarian

incubate

be ridiculous!

2nd right

answer

think

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

life’s a pitch

30 seconds

… be real

what’s in it

for them?

take up space

hate speaking?

…. deal with it!

rehearse

rehearse

rehearse

be obsessed

with simplicity

from

problem

to solution

have a map

… not notes

communicate

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

when the going gets a little rough? …

neurotic normal no limit

self defeating cope with life fully functioning

energise

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

impact on self / others …

neurotic normal no limit

distrust trust

disbelief belief

distanced involved

bullied willing

followers

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

mindset / attitude …

neurotic normal no limit

our choice … as each situation arises

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

small choices … repetition

we can learn to flex no limit ‘muscle’ …

neurotic normal no limit

choice

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

neurotic normal no limit

how do you rate yourself? …

self defeating? cope with life? fully functioning?

SKY’S THE LIMIT

‘

’

70% of the

western world

are neurotic

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

can’t do can do

worst ‘me’ … best ‘me’…

tries to offload

the problem thrives on problems

… energising people in the process

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

1. what value will

we achieve by

solving this problem?

7. what are the

next steps?

6. what can we

conclude from

this analysis?

5. what are the

advantages and

disadvantages of each solution?

4. potential

solutions

3. what would ideally

need to be in place

to eradicate the problem?

2. what’s

currently

fuelling the problem?

problem

solving

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

S.N.I.O.P inner directed

worst ‘me’ … best ‘me’…

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

complainer do’er

sweats the

small stuff

stays focused

on big picture

worst ‘me’ … best ‘me’…

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

sets myself up

for failure

visualises

success state

things will

be better when …

there is no

better day!

self

rejecting

very comfortable

with who I am

fears the

unknown

goes looking

for the unknown

think communicate energise

‘see it’ ‘believe it’ ‘achieve it’

clarity of

vision

engage, inspire

and enrol

motivate and

empower

core business

© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

The Forgotten Skills of Leadership is a 60 minute presentation packed full of practical

ideas to get people thinking … really thinking. Leadership requires us to be constantly

thinking ahead … anticipating the future and only then communicating the plans and

actions required to get there.

To be a true leader in our field, the first person we better start leading is ourselves. How

do we shape up … are we mildly motivated or are we passionate about what we do?.

Do we have too many problems on our hands to really get to grips with creating

opportunities? Are we managing more than leading? Are we solving more than

facilitating?

Do we create enough time to think … to communicate … and to energise others?

More often than not, we are so busy ‘doing business’ that we’ve forgotten what it takes

to be a good leader.

Just how good are leadership’s communication skills? Recent research indicates that

over 70% of staff list communication as one of the top four factors restraining

performance. All eyes are on leadership … waiting for us to communicate in a crisp,

concise and inspirational way in. Our staff need a reason to believe in us and be

energised to deliver the plan. This presentation demonstrates how to take

communication skills to the next level.

And finally, to inspire others we need to inspire ourselves. On a scale of neurotic to no

limit … where do we rate ourselves? This presentation takes a fun look at the eight most

common neurotic behaviours and offers great advice on how to start leading ourselves

with a more positive and inspirational mindset. A no limit state of mind is truly infectious.!

Paul Tomes

pitch the business of persuasive communication

www.pitch.co.za

Learn the secrets of constructing powerful presentations. Life’s a pitch provides the formula

for anyone in business to sell themselves, sell their ideas and opinions and win business.

Delivered as a presentation or workshop format, Life’s a Pitch is tailored to fit your business

environment. Using a highly interactive process, Paul builds a real-life presentation from a

topic decided by the audience.

In the process, you will learn an 8-step approach to:-

•! anticipate and respond to how audiences think and assimilate information.

•! develop triggers that keep the audience hooked from start to finish

•! use visual mapping tools to rapidly assemble and sequence pitch content

•! identify key prompts, link phrases and lead-outs, to simplify and accelerate

•! making visuals to support the pitch.

•! anticipate and handle resistance or objections ... turning negatives into additional benefits.

•! create a powerful close to invoke the right action/ reaction.

The audience leave this presentation with a working template that they can easily adapt for

their situation.

Paul Tomes

pitch the business of persuasive communication

www.pitch.co.za