The other 10% do and win more than 70% of their sales!
Forget 'Value' Propositions!
Decision-makers/Buyers don't care what you value, only what they value (WIIFM*).
And you won't learn that in'Needs' Discovery. You need to do 'Value' Discovery...with each Buyer. And they need to really trust you to share that. You can't be 'salesy'.
And so, I created a 100% non-salesy approach, Same Page Selling that had me growing trust in record time and Buyers sharing value insights my competitors could only dream of.
I then knew how to position my offer to appeal to each Buyer and my win rate hit 70% plus.
Yours can too. I'll show you how!
*WIIFM: 'What's in it for me!'
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.
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%.
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.
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!
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.
You engage with Buyers as your natural non-salesy self, so you quickly gain trust and get onto their page and...
Collaborate to explore their 'Perceptions of Value' and the gap between what they have and what they want...
You co-invent with Buyers their solution, which specifies what they need to close their Value Gaps, and then...
You match your product or service to the solution you helped invent. It is a perfect fit and you win their business!
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 pricing and personal credibility.
More Sales, more income, more easily.