Tel: 0844 394 8877

Boulden Management Consultants

Sales Skills  >  Half-Day Courses

Making Sales Pitches

Boulden Management Consultants

Presenting with confidence

Half Day Course

Course Brochure Download
Making Sales Pitches brochure
  • Learn the 7 keys to effective pitch design
  • Give customers confidence in your proposals
  • Understand the power of effective rehearsal


Sales pitches involve promoting a product or service to a selected audience, often in a high-pressure situation. Sometimes they are made to external customers to win business and sometimes to internal customers to get projects and investments approved. In either case ‘effective pitching’ is a key business skill. The ability to grab the attention of an audience and deliver a compelling business case that the decision makers will say “yes” to is vital to personal and organisational success. This training considers the key elements of pitch design and how to make your arguments clearly and concisely.

Learning objectives

By attending this highly interactive and practical half-day course you will:

  • Understand how to ‘credentialise’ yourself
  • Acquire self-confidence when presenting
  • Master rhetorical devices (making the message memorable)
  • Improve introductions – how to ‘open’ the pitch
  • Gain insight on effective conclusions – how to ‘close’ the pitch

Who should attend?

This course is ideal for people who need to win business in a competitive environment. It works well for people who are new to making pitches or who have not had formal pitch training, and for those who want some refresher training.


Seven Keys to Effective ‘Pitch Design’

A review of the key topics that need to be considered in order to construct an effective sales pitch.

  • Establishing your credibility
  • Defining the customer’s needs
  • Crafting a compelling proposal

Group exercise: Assessing your current pitches against the seven criteria

Building Presenter Confidence

Confidence in presenting has four sources: firstly, it stems from having a positive mindset; secondly, from knowing your material; thirdly, positive experience (i.e. having done it successfully in the past) and fourthly, from conditioning yourself to feel good about presenting. Using a technique known as ‘mind scripts’ we can develop this conditioning aspect of building confidence.

  • Mind scripts and the AS IF concept
  • Effective Rehearsal strategies

Pairs exercise: Using Mind Scripts to build confidence

Rhetorical Devices

Great sales pitches are memorable and convincing and part of that ability to grab the audience’s attention is to use evocative language patterns. Here we cover three of the most important persuasive language patterns

  • Triads
  • Antithesis
  • Amphora

Group exercise: Practicing Triads

Presenting Using Visual Aids

How to talk effectively to the audience when using visual aids.

  • Maintaining eye contact
  • Value Propositions
  • Read, Rotate, Repeat

Group exercise: Practicing the Read, Rotate, Repeat technique

Opening and Closing the Pitch

The start of the pitch (when you are making a first impression) and the end (when you are establishing your key ‘take away’ message) are of vital importance to a successful outcome.

  • Introducing the team
  • Setting the scene
  • Your strategy for handing questions
  • The importance of a good recap
  • Making a ‘call to action’

Group exercise: developing case studies



Feedback is based upon peer review using Boulden assessment checklists. Completing the assessment checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an effective sales pitch.

Remote Training

All of our workshops can be delivered as Remote Training via e-learning modules plus Zoom based virtual workshops. Please see our Virtual Training page for more information.


Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877