About You | Win Without Pitching

Why You’re Here

“You’re here because you know something. What you know you can’t explain, but you feel it. You’ve felt it your entire life, that there’s something wrong with the world. You don’t know what it is, but it’s there, like a splinter in your mind, driving you mad.”

–Morpheus, in The Matrix

You Believe There Is a Better Way

Your people are trained, accomplished experts whose second job is selling that expertise. Many of them struggle with this second job. The splinter in their mind driving them mad—and perhaps you, too—is the conflict between their expert self and their salesperson self.

As the expert advisor they are expected to interact with their clients a certain way—to develop trust, to listen intently, to lead but also collaborate, to put the needs of the client first. As the salesperson they are taught to make their pitch, to explain their value, to go for the close, to make the numbers.

Regardless of whether your firm’s sales tactics are in conflict with “expert behavior” or not, these roles feel like they are in conflict. Your people believe they have to show up differently in the sale than they do in the engagement.

These are smart people. They know what they are “supposed to do” in a sale—they got it the first time. They don’t do it because they can’t bring themselves to. It doesn’t feel right to them. They’re not wrong. It doesn’t feel right to the client either. Training on more sales tactics is not the solution.

Here’s How You Can Win Without Pitching

The solution is deceptively simple. Give your experts license to show up in the sale the way they show up in the engagement. Take the valuable skills they already have and show them how to use those skills in the sale.

They need a few organizing principles, some simple frameworks and a little bit of practice. They don’t need more tactics and repetition. They need to be set free to use the skills they already have, to demonstrate value simply by being who they already are.

Win Without Pitching Workshops

For individuals and small teams of five or fewer, Win Without Pitching training is delivered via live virtual public workshops in intimate cohorts of no more than 20.

Win Without Pitching Team Training

For teams of all sizes, Win Without Pitching training options include private workshops, asynchronous training, train-the-trainer programs and more.

Improve Closing Ratios — and Your Average Deal Size

With Without Pitching Has Helped Thousands of Experts From Firms of All Sizes

After guiding a value and closing conversation, our client reiterated time and again that Struck’s process really made them feel heard, cared about, and that they were working with true professionals who really wanted to make an impact on their business.

We walked away from this process feeling uber confident about our ability to guide value conversations and value price.

Andrew Howlett, CEO

Struck

About 30 minutes after the workshop, I had a first meeting with a referral. Granted the referral was fairly warm, I slightly altered how I explain my fees by using WWP’s pricing tiers. I quoted four tiers anchoring with a fee 10x what I have been charging. I probably undershot the 2nd tier, but the client elected it and that fee is the highest that I have charged yet for planning.

Financial Planner,

Company

A recent proposal for a rapidly growing global manufacturing outsourcing company included a creative pricing alternative: a substantial engagement capped at $700k to keep them below our single-account maximum of 25% revenue, a minor project at $50k, or an acquisition of our firm for $20M.

Their response was overwhelmingly positive!

Founder, Marketing firm Focused On Manufacturing