The Pitch Brief

The pitch brief

LET'S GO!

Question 1 : Before the pitch

You work on a strong message to make the offer immediately memorable

You identify the type of sale, decision-making mode, and the people involved

Don slips the client's file and says: "You have ten minutes before they come in. What do you do first?"

You list the differentiating arguments to gain the advantage right from the start

Question 1 : Before the pitch

Tempting, but risky: a striking message can fall flat if the context isn't clear.

You work on a strong message to make the offer immediately memorable

You identify the type of sale, decision-making mode, and the people involved

You identify the type of sale, decision-making mode, and the people involved

You list the differentiating arguments to gain the advantage right from the start

RETRY

Question 1 : Before the pitch

You work on a strong message to make the offer immediately memorable

Exactly! It’s the most strategic choice: understanding how the purchase is decided influences everything else.

You identify the type of sale, decision-making mode, and the people involved

You list the differentiating arguments to gain the advantage right from the start

CONTINUE

Question 1 : Before the pitch

You work on a strong message to make the offer immediately memorable

Alas! It's useful but later: differentiating without a framework is like aiming without a target.

You identify the type of sale, decision-making mode, and the people involved

You list the differentiating arguments to gain the advantage right from the start

RETRY

Question 2 : In the prospecting phase

You prioritize those who responded the fastest

You multiply follow-ups to maximize the chances of a response

You focus on those with whom a relevant exchange has started

Several prospects were contacted last week. You are asked how you will organize yourself. "What are you doing now?"

Question 2: In prospecting phase

No! Reactivity is deceptive: it does not guarantee real interest or decision-making ability.

You prioritize those who responded the fastest

You multiply follow-ups to maximize the chances of a response

You focus on those with whom a relevant exchange has started

RETRY

Question 2: In prospecting phase

Bad approach. Multiplying follow-ups creates activity, not necessarily opportunities.

You prioritize those who responded the fastest

You multiply follow-ups to maximize the chances of a response

You focus on those with whom a relevant exchange has started

RETRY

Question 2: In prospecting phase

Excellent! Engaging relevant prospects allows you to focus your energy where it matters.

You prioritize those who responded the fastest

You multiply follow-ups to maximize the chances of a response

You focus on those with whom a relevant exchange has started

CONTINUE

Question 3: Prioritize Opportunities

The most enthusiastic prospects in their responses

Those whose needs, budget, and decision-making capacity you have clarified

Those who ask the most questions about the offer

Observe your tracking table and challenge yourself: "You don't have time to do everything. Who do you prioritize?"

Question 3: Prioritize Opportunities

Attention! Enthusiasm is pleasant, but often insufficient to decide.

The most enthusiastic prospects in their responses

Those whose needs, budget, and decision-making capacity you have clarified

Those who ask the most questions about the offer

RETRY

Question 3: Prioritize the opportunities

The most enthusiastic prospects in their responses

Yes! Clarifying the situation helps avoid dead ends and wasting time.

Those whose needs, budget, and decision-making capacity you have clarified

Those who ask the most questions about the offer

CONTINUE

Question 3: Prioritize opportunities

The most enthusiastic prospects in their responses

Wrong answer. Asking for information may hide a simple comparison.

Those whose needs, budget, and decision-making capacity you have clarified

Those who ask the most questions about the offer

RETRY

Congratulations!

Don close the file and return it to you, without unnecessary comment. You haven't sold anything yet, but you understand where the sale really begins. Before words, before the pitch, there is reading the context, choosing the right angle, and the ability to prioritize. Here, we're not yet talking about convincing. We're talking about knowing which story you're about to enter.

RESTART