*e.g., job security, recognition, advancement, lifestyle etc.
Join the 10% of Sellers that know how to do that!
I learned early on that Buyers (yes, in B2B) buy what they want* not what they need. You know that, right?
So I developed 'Value' Discovery, which is totally different to the needs discoveries other Sellers do. It gains personal insights that Buyers must really trust you to share. I couldn't be 'salesy'.
I built on that to develop Clean Selling, a totally Buyer-centric approach that gains trust in 1-2 interactions and value insights my competitors never got.
I then propose a solution that ensures each Buyer feels they get what they value and my win rate hit 70% plus. Yours can too. I'll show you how!
Patrick BoucousisI abide by the Seller Code of Conduct*What they value i.e., what's in it for me (WIIFM)!
through increased trust and personal credibiity.
as different and of greater value than your competitors.
more easily, more enjoyably, and without haggling.
and the personal 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!
Having to cut price to compete.
Constant pressure/stress of negotiation.
Pressure to quote before you are ready.
Having to defend/justify your price.
Loss of pricing and personal credibility.
Fewer Sales. Less income.
Close sales at your price.
Consensus replaces negotiation.
Conversations are about value not price.
Agree offers with Buyers before quoting.
Enhanced credibility.
More Sales, more income, more easily.
