Under Pressure: Why Price Pushback Isn’t Just a Procurement Problem Buyers are under pressure. From tariff uncertainty through supply chain volatility and budget freezes. And then there’s procurement stepping in earlier, pushing harder, and asking tougher questions. And the pressure the buyer is under doesn’t stay on their side of the table – it lands squarely on yours! Your sales …
Salespeople don’t lose margin because they lack motivation. They lose it because they’re stuck on the wrong side of the Value Challenge. It’s a phrase I’ve used for years — and it sits at the heart of the Value Challenge Framework™. But the value challenge isn’t one single issue. It’s really two challenges, layered together: 🧠 The Strategic Value Challenge …
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 …
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 …
In my 30+ years in sales training and consultancy, I’ve seen countless professionals struggle with the “value challenge.” To meet the Value Challenge you need to “Understand, communicate and deliver outstanding customer value, and get paid for it!” Many sellers know their product inside and out, but when it comes to articulating its worth, they falter. This often leads to …
In the world of sales, every interaction you have with a potential, or existing, customer counts, One thing that can have a BIG impact on the impression you create is Your TONE! 🎙️ When it comes to building customer relationships, the initial moments are pivotal. Setting the tone can determine how your entire relationship develops. Our tone of voice can …
In sales, success hinges on the ability to persuade and influence potential customers. Understanding the psychology behind decision-making can help you become significantly more effective. Dr. Robert Cialdini, in his book “Influence:The Psychology of Persuasion” identified six key principles of influence that can be harnessed to supercharge your sales efforts. Let’s look at how you can utilise them to drive …