01 — A focus on ourselves

Science: The psychology of change requires that we feel enough urgency to solve our problems. Sales reps are notorious for focusing on themselves, their products, their differentiators, and the return on investment (ROI) of their solution. Buyers tune out in these situations because they ultimately only care about one party- themselves.

Solution: The core of PitchDown training is to remove the sales rep’s personal interests and agenda from the conversation for as long as is necessary, to solely focus on the prospect. This opens up doors for “self-discovery” and lets down walls of friction.

02 — Jumping the Gun

Science: Change happens when problems are urgent. A paper cut isn’t enough to send one to the hospital. Similarly, a minor issue isn’t enough for one to buy your product, service, or offering. Salespeople metaphorically “jump the gun” by talking about their product too soon, and are left hoping the customer buys what they never knew or felt they needed.

Solution: The PitchDown team will coach this anxious, excite,d product-focused behavior out of you.

03 — Reliance on sales decks and talk tracks

Science: Listening to a sales rep recite their pitch or read from a deck tells the buyer that they’re getting the same story that everyone gets. Buyers are hyper-attentive to personalization, and thus tune out what feels rote or generalized.

Solution: PitchDown methodology teaches the principles of personalization through authentic and genuine curiosity in the discovery process.

04 — Fear of conflict and pressure

Science: Most humans avoid conflict, and salespeople have a negative stereotype around being pushy, having “commission breath,” and only caring about pushing their product to people who don’t want or need it.

Solution: PitchDown coaches teach the proven psychology of creating healthy tension, not between the seller and the buyer, but rather between the buyer and their problem. By identifying problems and blind spots with their buyers, we develop respect and trust as advisors and coaches.