Content & Outcomes

Overview, Content & Outcomes

Pitching Skills course
Bad sales pitching is one of the biggest frustrations for today’s buyers. *Gartner has shown that 86% of buyers don’t see a big enough difference between one option and another to pay more for it, proving that the majority of pitches fail to prove their value and differentiate themselves from their competitors. The perfect pitch should teach your client how to buy, clearly differentiate the value of your brand and product, and align with your client’s real challenges. Client’s need a salespersons pitch to address two fundamental needs: trust in the salesperson’s brand and trust that the salesperson truly understands their challenges and is offering a solution that will work for them.
Far too many salespeople launch into sales pitching before they’ve gained a deep understanding of their client’s world. This immediately breaks any trust that the client has in the salesperson and flags to the client that; at best the salesperson doesn’t understand their world and at worst, the salesperson just wants to sell them something. A particularly counterproductive approach, especially when you consider **CEB’s research, which highlights that only 19% of buyers report trusting salespeople. When considering the content of a pitch, the majority of salespeople spend their airtime focusing on the specifications of their solution, rather than the specific needs of their client. This results in a pitch that leaves the client with no clear reason why they should commit and move forward with the sale.

*CEB emotion to Promotion Whitepaper
**CEB, The challenger Sale

In this workshop you will:
• Explain the purpose of your brand and solution to your client in the most powerful way
• Identify the difference between a strong pitch that drives action in your client and a weaker pitch that fails to inspire them to change
• Learn two powerful and unique approaches to position and pitch your company and your solution
• Be equipped with a ready to use toolkit for aligning your specific brand and solution
Outcome: alignment between your brand and your client’s needs, and a strong pitching strategy.
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“I’ve been in some boring sales training sessions throughout my career and this wasn’t one of them! The content and overall delivery was really useful and I’m excited to put it into practise.”

Jade Simmons, Cluster Sales Manager, Jury’s Inn


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