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Description

Sales Pitch: Hook, Prove Value and Secure the Meeting

Present your offer in a few sentences to spark a prospect's interest and earn the right to continue the conversation

  • 0.43 days — 3 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

A prospect rarely grants more than a minute to a first presentation. Many salespeople use that minute to describe their company and their catalogue, when the person opposite simply wants to know which problem is being solved, and for whom.

Three hours online, focused exclusively on real selling situations: a first telephone contact, a meeting on an exhibition stand or the opening minutes of a client appointment. Each participant builds their own offer pitch, tests it several times and works on the opening objections they hear most often.

Learning objectives

  • Articulate the client problem that your offer resolves
  • Build an offer pitch suited to a first contact
  • Provide concrete proof of the value you claim
  • Close with an explicit request for a meeting
  • Handle the most common opening objections

What makes this programme different

The pitch is rehearsed for three distinct selling situations
Every delivery is timed and reworked on the spot
The objections practised are those participants actually hear in the field

Programme

1Start from the client problem

Stop talking about yourself first

  • Describe the problem faced by your typical client
  • Name the concrete consequences of that problem
  • Position the offer as a response to that problem
  • Identify what sets the offer apart from competing solutions

2Build the pitch

One minute, without losing anything

  • Choose an opening line grounded in the prospect's context
  • Provide a quantified proof point or a client example
  • Adapt the wording to the channel: telephone, exhibition or meeting
  • Formulate the request for a meeting

3Absorb objections

Staying in the conversation when the door closes

  • Recognise the most frequent opening objections
  • Acknowledge the objection before answering
  • Reframe with a question to restart the dialogue
  • Close well, even on a refusal

Who is it for

Sales representatives, account managers, independent professionals and business founders who regularly present an offer to prospects.

Prerequisites

Be familiar with the offer you wish to present

Dates & locations

12 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.