PITCH™ – shorter sales

Name: Huthwaite International
Address: Hoober House, South Yorkshire, United Kingdom, S62 7SA
Telephone: +44 (0)1709 710081
Price range: £0-£1,000,000

How do you demonstrate that you can meet the needs of a prospective client when you only have limited interactions with them?

By carrying out a sales conversation that demonstrates true value.

It’s a skill that requires subtlety and thought. PITCH™ teaches these skills. It improves conversion rates, revenue per sales and customer satisfaction.

The PITCH™ Selling Skills programme is appropriate for anyone involved in the sale of products or services where only one to three interactions are needed to secure a sale and where buying decisions are made by one or two decision makers. It suits face-to-face and telephone based sellers, operating in either business to business or business to consumer sales environments. It also suits selling environments where there is a need to competitively differentiate a product or service based on customer need.

What to Expect

Participants will learn:

Why customers buy – the stages of making a purchase decision
The concepts of competitive differentiation
How to present themselves
How to prioritise prospects
How to do an effective call plan and create persuasive outbound opening statements
How to carry out clever questioning to uncover needs and buying criteria that align with your differentiators
How to tempt customers by using persuasive descriptions of how products / services meet their needs
How to attain high levels of commitment and reduce and handle objections
How to manage positive call conclusions and next steps
How to grow a sale through add-ons and up-selling.

Methodology

The PITCH^TM programme is modular. The first day of the programme covers the core skills and behaviours effective in consultative selling regardless of the sales environment in which sellers operate.

The second day consists of whichever module (see Modules in next tab) is most appropriate to your sales environment and needs, or could be delivered over three days if both modules are relevant.

Modules

Winning New Business:

Where prospects are targeted on a proactive basis, through for example, outbound telephone campaigns and early enquiry follow-ups, or where prospects enquire to the sales team but are still at an early stage of exploring the market. The module teaches participants how to make persuasive opening statements, handle initial objections and how to encourage a customer to consider change.

Growing the Sale:

Where prospects or existing customers are later in their decision making process, with a clearer understanding of their own needs and potential suppliers. The module teaches participants how to grow the value of the sale by identifying needs for add-ons and up-sells, how to persuasively describe solutions that are differentiated from the competition and how to handling objections and concerns.

Customisation Options

To maximise your return on investment, we can incorporate the following activities into a PITCH^TM project:

Customised roleplays and exercises
Pre and post programme measurement of skills against the PITCH behavioural framework, to provide data for benchmarking and on-going development
Training of PITCH^TM coaches to support the continued development of sellers
Analysis of the impact of PITCH^TM on skills, confidence and results
Multi-lingual roll-out.