Pitching and Influencing

Tammy wants to learn to pitch so gets help from Carol.

Tammy (who wants to manage the Chinese branch of Cutting Edge) flatters Carol that she’s good at pitching and influencing. Carol knows this; meanwhile she is unimpressed with Sherry’s attempt to pitch for improved work conditions. Sam advises the importance of succinctness and rehearsal before going in front of people, while not sounding robotic and looking out for people’s verbal and non-verbal cues. Carol invites Tammy to pitch her idea, which Tammy does timidly, then too forcefully. Dion seeks the advice of trusted colleagues and doing research as part of his preparation. Steve and Barney discuss the value of making a presentation inspiring and memorable. Both Dion and Casey wow the cautious Sam with their respective pitches demonstrating that energy, enthusiasm and charm are key to selling the customer.

Learning points

• Don’t wing it INSTEAD: Be clear and confident
• Don’t overlook research INSTEAD: Impress with knowledge
• Don’t be humdrum INSTEAD: Make it memorable
• Don’t bore INSTEAD: Engage and inspire

Interactive eLearning course

This video program is also available as a short stimulating eLearning course with interactive learning modules, recap activities, inline video and quiz assessments, designed to engage learners and build skills.