“We’ve seen this problem before.” No questions. No real curiosity. Many problems look the same. But the same problem can be very different from one customer to another. There was no attempt to understand the problem in this customer’s world, just the assumption that since they’d seen the problem before the solution would be the same. The seller thought he …
What is a Value Proposition? A value proposition is the clearest way to communicate why a customer should choose you over the competition. It’s not just about what you do—it’s about the difference you make. For a value proposition to be effective, it must: ✅ Resonate – Speak directly to your customer’s priorities and pain points. ✅ Differentiate – Show …
And hope, as we know, is not a strategy. Far too many sellers do a decent job talking about their offer, the shiny features, the benefits, the service levels, but completely miss the commercial context their buyer is living in. The risks they’re carrying. The friction they’re tolerating. The money leaking out. Worse, they assume the customer already knows the …
It was a bitterly cold morning at 221B Baker Street when a distressed account executive burst in, his breath visible in the frigid air. “Mr. Holmes, I need your help! My buyer was enthusiastic, engaged, and eager to move forward—and now? Silence. No replies, no updates, nothing! It’s as if they’ve vanished into the fog!” Holmes, who had been studying …
I was reading a psychology book the other, and I started to wonder why it wasn’t written in English. It looked like English. The words were there. But I found myself rereading every sentence two or three times to make sense of it. And even then, I wasn’t sure I understood it. While I was wrestling with the text, it …
What is a Value Proposition? A value proposition is the clearest way to communicate why a customer should choose you over the competition. It’s not just about what you do—it’s about the difference you make. For a value proposition to be effective, it must: ✅ Resonate – Speak directly to your customer’s priorities and pain points. ✅ Differentiate – Show …
When we talk about influencing a customer’s willingness to pay, there’s a step we often overlook—one that’s even more critical: willingness to change. In today’s sales environment, the status quo is often your toughest competitor. Studies suggest that up to 60% of sales opportunities end in no decision. These deals don’t fail because your product isn’t good enough or the …
Why Quality Always Wins In sales, the health of your pipeline often determines the health of your business. But when it comes to building that pipeline, there’s a common debate: should you focus on quantity or quality? While having more opportunities might feel like a great idea, it’s the quality of those opportunities that truly makes the difference between mediocrity …
If you are a Sales Director or a sales professional and you want to improve your sales results, the online Value Sales Mastery programme will show you how. Based on the programme I run face-to-face with clients, it has 18 short modules taking you on each step of the value journey. Let’s face it—hoping your sales team will start closing …
Sales pipelines are often ineffective, filled with opportunities that aren’t going anywhere, no clear follow-ups in place and no real indication of when opportunities will come to fruition. Reviewing sales pipelines is an important task, but what are the steps that need to be taken? Pipeline management plays a critical role in effective sales forecasting. Accurate forecasting depends heavily on …