SHR — Swiss Human Resources
Research 2024-05-11 High-Value Selling Lausanne

Should you adapt your pitch to each client?

Contact us
Read in:FrançaisDeutschItaliano
Should you adapt your pitch to each client? — SHR, Lausanne
Should you adapt your pitch to each client? — SHR, Lausanne

Should you adapt your pitch to each client? — what studies show, and what they don't.

The research

Study: Franke & Park (2006, JMR)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

Should you adapt your pitch to each client? — SHR, Lausanne — Vaud
Should you adapt your pitch to each client? — SHR, Lausanne — Vaud

Practical check in Lausanne

Define one measurable indicator, test for a month, compare. To go further: explore the High-Value Selling training in Lausanne, or browse our executive and employee training programmes in Switzerland.

In pictures: High-Value Selling in Lausanne

High-Value Selling training in Lausanne — in practice
High-Value Selling training in Lausanne — in practice
High-Value Selling training in Lausanne — hands-on workshop
High-Value Selling training in Lausanne — hands-on workshop
High-Value Selling training in Lausanne — on the ground
High-Value Selling training in Lausanne — on the ground

More articles on High-Value Selling

Research · Lausanne
What predicts sales performance? A meta-analysis
Research · Zurich
What predicts sales performance
Research · Neuchâtel
Sales negotiation: should you name your price first?
Research · Neuchâtel
Switching suppliers: what the sales pitch leaves out

More articles on Lausanne

Research · Leading AI Adoption in Your Team
AI adoption: why usefulness is not enough
Research · Team Performance
Psychological safety: what research actually establishes
Research · Frontline Management
Training transfer: what is decided after the room
2026 trend · Communication
Weak signal: communication in 2026: what is changing in Lausanne for executives and managers