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How to Win a Pitch: The Five Fundamentals That Will Distinguish You From the Competition

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"How can we distinguish ourselves from the competition when what we are offering is so similar?" That is the first line of the book, How to Win A Pitch, by Joey Asher, an Atlanta-based sales presentation coach and President of the nationally-recognized consulting firm Speechworks.

While his book targets professionals who are pitching to win business or a project for themselves or their organizations, his advice is absolutely essential for job seekers to learn and understand.

Joey offers readers all of the fundamentals to consider when trying to communicate their value to another person or group. Sound familiar? That's exactly what you're doing in a job hunt - trying to make a strong connection to someone to convince them to hire you. Here is a run-down of the fundamentals and their job search applications:

Fundamental #1. Present a solution and nothing else. All too often, people start presentations by talking about themselves. "Before we start, let me tell you about how our company began . . ." Who cares? Your prospect only cares about is how you can save them money, grow their revenues, or reduce their risk. Detail your plan to help your prospect and tell stories about how the plan has worked for others.

Job search application: Hiring managers care about what they want to know and how you solve their problems. You need to learn how to identify and hone in on the most important information to them in order to win the job.

Fundamental #2. Keep it simple. Resist the urge to cover too much ground in the presentation. Pound away at three messages. "We'll build your project on time. We'll meet your budget. We'll deliver quality work." Simplicity always separates you from the competition.

Job search application - Sending a 3-page resume detailing every thing you have done in the last 25 years and/or going on and on ad naseum in an interview is NOT going to win you the job. Focus on the basics - how you have what they want. Demonstrate why and how.

Fundamental #3. Speak with Passion. If you're one of three firms competing, you know that your competition can do a great job. But as one CEO explained, "When it's close, many of the decisions just come down to who connects with us best.". Passion in the voice helps you connect.

Job search application - You need to realize that you are probably not the only one who could do this job. You might not even be the best qualified. But if you can connect with the hiring managers and communicate better than the competition, you will earn the job.

Fundamental #4. Leave half of your time for questions. Questions address what your prospect wants to hear. Your answers almost always separate you. Your competition often makes Q&A an afterthought. Consequently, you can gain an advantage by considering the questions on the front-end.

Job search application - Questions are key. Typically, you're the one answering the questions (in an interview), so answers are important, but it is also important to ASK good questions. Sometimes, a few well-placed questions can really set the job seeker ahead of the crowd.

Fundamental #5. Rehearse. One CEO who has had hundreds of sales presentations stated, "I can always tell who has rehearsed." Most people don't rehearse much. Practicing sets you apart.

Job-search application - I always advise my clients to practice answers to potential interview questions out loud - not inside of their heads! Hearing how you sound and even watching how you look in a mirror can really make a difference in the outcome. I sometimes suggest talking to a pet, or even a stuffed animal!

Joey's book can be a great help for job seekers who could use some help presenting a solution that works, focusing on a simple message so the target can connect, demonstrating passion and managing anxiety. As an added bonus, it is a perfect resource for anyone who needs to "win" presentations once landing in their targeted jobs!

"How to Win a Pitch" is the real deal. If you sell ideas or capabilities this simple, easy-to-read, easier to follow primer lays out the fundamentals that every business person -- novice to senior executive -- needs to know.

From the first chapter it pays dividends. Joey Asher lays out the fundamentals, shows how they work, and demonstrates that improved, even excellent pitch performance is within everyone's reach.

Following Joey's principles will ensure your firm will win more business, earn more respect and enhance its reputation. And he conveys his wisdom with real world examples and an abundance of common sense.

Read it. Re-read it. And keep "How To Win a Pitch" close at hand.

- Robert Baskin
Managing Director
MS&L Atlanta

Joey Asher's book came to me just in time--Just two days before an important meeting before a city review board. I quickly hit the highlights of each principle and proceeded with confidence and won the appeal. Whether in business or community volunteer work, fundraising or family relationships, these principles are priceless. Joey Asher has combined his years of coaching and research experience to put in writing a concise and very helpful primer on this subject.

Pitching an idea is a competition - you're competing against anyone else who thinks their idea or product is brilliant. "How to Win a Pitch: The Five Fundamentals That Will Distinguish You from the Competition" is a guide for those who have to often pitch their ideas for their business to their clients. Selling is more than having a good product or idea, it's a show and presenting oneself as well. Inspiring one's target is the aim, and "How to Win a Pitch" is a fine choice for those who want to pitch themselves in a more appealing way.

During my business career over the past three decades, I have read numerous book regarding business and presentation techniques. Joey Asher has a unique ability to capture the reader's attention and get to his core advice immediately. Prior to finishing the book, I tried his three point presentation on two different occasions with immediate success. The presentation time was quite short since the client stayed focused and realized his needs were being solved. A must read for all salesmen and their support staff.

Today we have to be more prepared than ever when we get a chance to present to clients and prospects. This was an easy read with some great insight for anyone looking to create more success in their business. The message is simple, stay excited, stay on point, include your audience and practice, practice, practice. This is worth a read as we look to grow while others are stagnant.

Believing in the service that you provide, in the product that you sell, or even the cause for which you are fund raising is not enough. You have to know how to transmit and transfer your passion to others. HOW TO WIN A PITCH enhances your skills and provides the tools necessary to expand your services, to close the sale, or to do the ask. It's a "must read" book.

I read a lot of business books, so if they don't grab me, I put them down quickly.
I found the information in this book to be highly useful.
If you give a lot of pitches, or even presentations, there are some great concepts.
I have a tendency to give too much information in a pitch so the point that you should have only 3 key messages really caught my eye.
Also, the point bout practicing until you are smooth is so important - and easy to cut out!
If you are new to selling and have read all these books about the "steps in selling", look at this one. It is very practical!

This book is the perfect addition to "Even a Geek Can Speak" also by Joey Asher. It is written in the same entertaining and straightforward manner and is packed with helpful advice for anyone trying to sell anything. Joey practices what he preaches in using stories to make his point. If you can't attend one of his live training classes,the book is the next best thing. If only more software resellers had read this book, I would have saved at least 20 of the most boring, unproductive hours of my life.

I started reading the intro to this book How to Win a Pitch and I couldn't stop reading. It is so easy to read and is applicable to almost anybody. It's not just for sales people, it's for anyone who is selling an idea. Buy it!