Home - Pitch Community

Struggling to hit the right
notes with your business?

Learn how to PITCH PERFECT

WHAT IS PITCH?

Pitch has been designed to support small business, independent sole traders and creatives. The programme is for those that do not fall into a full-time salesperson role but are rather the subject matter experts; the creatives that deliver amazing business to business projects for their clients. The community is for those that have not had formal sales training but would like to up-skill in this area and generate more business, closing more deals and delighting more clients with the work they do.

The programme consists of six, 3-hour Sales Training and Development workshops covering aspects of the Consultative Selling Approach. These workshops are designed to deliver against the needs of each individual, and those of their business. All workshops are customer focused and enable the individual to fully own the customer as part of the sales process – delivering on the customers’ needs first and foremost.

After the initial workshops, the Pitch Community will meet once per month. There will be the opportunity to learn tried and tested techniques to enhance your selling skills and then go put them in to practice. You will network with like-minded group members and hold each other to account to implement the learning, and generate more business moving forward. If that’s not enough for you, you will also get as part of any of our plans – 6 months complimentary access to the Sussex County Business Club with a Premium Membership; giving you greater access to future networking opportunities.

The Pitch Community is about building and developing the selling skills needed for people that have found themselves in non-typical sales roles, but where the tools of sales and negotiation are an integral part of the role.

Like what you hear so far? Check out our Training Calendar for date availability.

THE SIX-PART PITCH PROGRAMME

The Pitch Programme is a fast track programme of development involving six, three hour workshops over the course of 6 weeks. This amount of time allows you to fully absorb the learning, putting your new skills to the test. If you struggle to dedicate this much time, we also offer all six workshops over 3 days. Check out our Training Calendar for date availability.

There will be the opportunity to learn tried and tested techniques to enhance your selling skills, as well as putting them into practice.
You will network with other group members and hold each other to account to implement the learning.
Generate more business moving forward.

WORKSHOP TOPICS

KNOW YOURSELF, KNOW YOUR CUSTOMER, ADAPT YOUR STYLE

The first workshop allows you to get to know your fellow community members, build relationships and network. During the development on this workshop we will use the Insights Discovery Psychometric tool to look at you and your character type. The tool allows you to understand your unique selling style and recognise the behavioural queues of your customers. We take time to look at where your strengths and possible weaknesses are within the sales process and plan to be able to develop these areas throughout the programme. Using the Insights Discovery tool, we will fully understand the different types of customers and what their needs might be.

KNOW WHERE YOUR CUSTOMERS ARE

The workshop begins by checking if you are Task Focused or Relationship Focused, and then continues on to discuss the benefits and needs of each. We take some time to look at mindset and introduce the Comfort, Stretch and Panic Model. The rest of this workshop discusses who customers are and where customers come from. What is the importance of a customer? We also go back to the Insights profiles and plan development in key areas. We take time to look at how you are building relationships with customers and we take a look at what Consultative Selling really is.

UNDERSTANDING REQUIREMENTS

This workshop explores the typical steps that a customer might go through in order to reach a buying decision: Recognition of Needs, Selection of Criteria, Evaluation of Options, Resolution of Concerns, Decision and Implementation. We build skills and highlight the importance of nurturing a customer through the process in order for them to want to do business with you. During this workshop we introduce you to the S.P.E.C questioning model and how it can be used to ensure you understand the needs of each and every client.

MEETING NEEDS AND PRESENTING SOLUTIONS

The practical workshop allows you to explore and try out the skills as we develop. One of the most powerful selling techniques is benefit selling when you demonstrate how your product/service can fulfil each of the customer’s requirements. This workshop will explore the difference between a feature and a benefit and then look at how the solution you present meets their implicit needs. Quite often we present solutions based on the work we do rather than the work the customer wants. We then develop skills around objection handling using a tried and tested objection handling formula.

NEGOTIATION SKILLS

We negotiate most things every day, whether it is with our self, suppliers, customers or colleague’s, negotiation skills are important in today’s environment. Here we develop you in understanding your skills and behaviours as negotiators. Dealing with difficult customers and handling objections are a major part of this practical and interactive development. This session aims for you to build confidence around your value proposition and develop the skills needed to negotiate with your customers.

CLOSING THE DEAL

Closing and gaining agreement is the easiest part of any sale, if you have built rapport, presented your proposals in alignment with store contact’s agreed requirements. Yet, many individuals are reluctant to close because they fear the customer will reject their closing attempts and the relationship will be damaged in some way. Therefore, your state-of-mind and your beliefs around closing and gaining agreement is a pivotal part of your success in this area. The session will build confidence to close, at the right time for both you and the customer.

THE PITCH COMMUNITY

Pitch has been designed to help you through the hard times, celebrating your success as you go. Being a business owner can be a lonely place. You deliver amazing value to your clients, but it is hard work to keep your own skill set up to date. You have to wear multiple hats and be adaptable to changing circumstances, and quite often the only person to lean on is yourself.

The Pitch Community is designed for you to build a network of support from other, like minded business owners. Meeting monthly to connect, share ideas, continue your training and development, allowing you to propel your business forward whilst holding each other to account for the growth of your business.

All of our plans gives you 6 months complimentary access to the Sussex County Business Club with a Premium Membership; giving you greater access to future networking opportunities.

Like what you hear so far? Check out our Training Calendar for date availability.

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Brilliant training from the experts

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August 3, 2019