Pitching to Win

A course in perfecting sales skills: from the pitch to successfully onboarding the client

Man pitching an idea to an audience, receiving applause

Why Offer a Seminar on Winning Pitches ?

The success of any pitch lies not just in the presentation of a solution but in how well the sales executive anticipates and addresses the client’s concerns. A client may challenge aspects of your offer or ask probing questions, but these moments can be transformed into opportunities to reinforce your value proposition. A well-prepared pitch not only convinces clients of your solution’s value but also instills confidence in your ability to meet their needs.

In sales, the close is the moment where preparation, listening skills, and the ability to respond to objections truly shine. It’s about demonstrating that you’ve understood the client’s needs and that your solution is the right fit. Effective pitching requires a strategic approach – one that blends the art of persuasion with the science of listening and responding.

This seminar integrates the best techniques from both approaches to sales: the Cooperative approach (focusing on building a mutually beneficial relationship between the salesperson and the client) and the Competitive approach (positioning the salesperson’s solution in a way that is highly attractive to the client, often focusing on maximizing the salesperson’s benefit).

Drawing from the Mutual Gains Strategy (Harvard Negotiation Project), which emphasizes collaborative problem-solving, and the Mercury Method’s reflexive objection-handling techniques, we provide participants with practical tools to not only handle objections but also to create a pitch that motivates clients to move forward and close the deal.

You’ll learn how to structure your pitch, handle objections confidently, and build a relationship with your client that leads to a successful close.

Delivery modes
In-person
Virtual classroom
or blended learning

Duration
7 hours per day

Start Date
Anytime throughout the year

Prerequisites
Intermediate English

Price
1-day course: €525 per participant
2-day course: €1,050 per participant

Apply Now

Download Brochure

Seminar Objectives

Examine the fundamentals of what makes a successful pitch.

Learn the fundamentals of what makes a successful pitch through exercises, group interaction, and presentations. By the end of the seminar, you will be able to:

Prepare an effective pitch tailored to any given audience

Apply the 7 key steps for a winning sales pitch through roleplay

Identify and leverage the influence of both positive and negative leaders within an organization or client group

Use active questioning techniques to uncover the underlying interests and needs behind client positions

Gain alignment on those needs during the interview process to “lock in” the customer

Pitch with confidence and communicate in a way that convinces and persuades

Successfully handle objections, respond effectively to common client concerns such as : pricing or product features

Through role-play scenarios, you’ll learn how to combine cooperative techniques to build long-term client relationships and trust, while using competitive strategies to close the deal effectively

Rehearse a concise and compelling real-life sales pitch and receive concrete feedback to enhance its impact

Target Audience

This « Pitching to Win » training is tailored for:

Sales Professionals and Account Executives who want to refine their pitching techniques, from preparation through to closing, to maximize client engagement and conversion
Business Development Managers who frequently present solutions to potential clients and seek to enhance their negotiation skills and objection-handling abilities
Entrepreneurs and Start-Up Founders aiming to pitch their ideas or products effectively to investors, partners, or customers
Marketing and Client Relations Teams responsible for crafting and delivering compelling pitches to align with client needs and expectations
Consultants and Project Managers who must regularly present project proposals or solutions, striving for clarity and persuasive communication.

This seminar is ideal for anyone looking to deepen their preparation, strengthen their pitch, and confidently close deals by addressing client needs and fostering trust.