I learned early on that Buyers don’t want to be sold to. They want to feel confident in their own decisions.
That led me to create my DECIDE Method — a Buyer-first approach that empowers them to make the right decisions for themselves.
It’s about helping Buyers DECIDE to engage, to trust, to collaborate, and ultimately, to buy from you— because they see the value for themselves.
When you focus on what buyers want* (not simply what they need), you earn trust fast and uncover what really matters to them.
You then align your offer with their personal perception of value, and their decision is easy. That’s how my sales teams sustained 70%+ close rates. And I’ll show you how to do the same — by guiding, not pushing!
Patrick Boucousis
I abide by the Seller Code of Conduct
*What's in it for me (WIIFM)!
through trust and personal credibility.
as being of greater value than your competitors.
more easily, more enjoyably, and without haggling.
and the stress and anxiety of losing sales.
Adrian Harrison
Commercial Photographer
My clients are happier and better understand the value they are getting from me. And I am quoting less and winning more and larger projects. I no longer discount as I once used and to cap it off, my sales are up 40 to 50%.
Anita Galiford
Chief of Bus Dev
This doesn’t fit the traditional mould. It is revolutionary in its simplicity. Learning how to be natural seems counterintuitive. I see my role in a new light and I am achieving a much deeper and more results-focused engagement with buyers.
Matthew Callow
Head of Sales
I was a technical expert thrust into a Head of Sales position and with Patrick's coaching, I had my sales strategy built in weeks, core sales processes established in a month and was winning 83% of our opportunities inside the year!
Bev Carroll
Sales Director
This program was inspiring. Discovering what is of value to buyers changes your conversation and builds trust. This program has helped me to achieve sales I may previously have lost by getting me to stay focused on what buyers value.
ENGAGE
with Buyers as your natural non-salesy self, so you quickly gain trust and get onto their page, so they want you to...
COLLABORATE
to explore their 'Perceptions of Value' and the 'Value Gaps' between what they have and what they want. You then...
INVENT
their solution by working together to specify what they need to close their Value Gaps, and then you....
WIN
because you match your offering to the solution you helped them invent. And as it is their solution they buy it!
Difficulty getting to Buyers
Wondering how Buyers will decide.
Pressure to quote before you are ready.
Defend/justifying your price.
Loss of pricing and personal credibility.
Fewer Sales. Less income.
Buyers want to engage with you.
Buyers quickly trust you and open up.
Buyers want you to collaborate with them.
Agree your offer with Buyers before quoting.
Enhanced credibility.
More Sales, more income, more easily.
