Ever wondered why the price conversation dominates your sales meetings?

In this third episode of the mini series I discuss the mystery of how a value-centric approach can transform your sales strategy.

Shifting the focus from cost to value isn't just smart - it's essential in today's saturated market.

I share actionable strategies to help you become a partner in your customer's journey, rather than just another vendor.

Discover the power of understanding customer outcomes, communicating in their language, and using tools like ROI calculators to paint a vivid picture of your solution's impact.

Plus, hear the inspiring story of a sales team that ditched the product pitch and embraced customer outcomes, proving just how powerful this approach can be.

I also dive into the heart of ethical selling, revealing how to empower customers to make confident, pressure-free decisions.

It's not solely about closing the deal; it's about building trust and creating a supportive environment where customers feel assured in their choices.

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

In this second solo episode of the Sales Today Ethical Model mini series, I explore the crucial role of transparency and integrity in ethical selling.

Drawing insights from my book, Ethical Selling, I break down the foundational elements of building trust in sales relationships.

Discover how honesty about product strengths and limitations, coupled with staying true to one's moral compass, can transform business interactions.

Imagine a world where sales professionals prioritise trust over quick wins - where transparency and integrity guide every transaction, ultimately leading to stronger, lasting customer relationships.

I share the insightful trust equation from the esteemed book, The Trusted Advisor, authored by three Harvard Business professors. This equation sheds light on the mechanics of trust, emphasising credibility, reliability, and intimacy, while cautioning against self-orientation.

This episode is a call to action for sales professionals to focus on doing the right thing for customers, ensuring that ethical practices are at the heart of every successful sale

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

This week on the Sales Today podcast I kick off a solo series dedicated to exploring the ethical model at the heart of my book, Ethical Selling.

This episode focuses on the power of empathetic communication in sales. We discuss why empathy isn't just a nice-to-have but an essential tool for understanding customers on a deeper level, enabling us to listen first and sell second.

By being detectives of emotions, we can build trust and uncover the real drivers behind customer decisions, leading to more meaningful and effective sales conversations.

Tune in as we explore practical strategies for incorporating empathy into your communication, such as active listening and asking meaningful questions.

I share insights on the importance of truly focusing on what customers say - and what they don’t say—using the two-to-one communication ratio.

By leveraging not only your ears but also your eyes and feet to observe and understand customers' environments and perspectives, you can enhance your ability to engage with them empathetically.

Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube