Horror story! Why do you need Value Selling to protect your position in the Product Lifecycle?

12 July 2023

In the complex sale, when sellers shortcut the value selling process they are left with a discussion about price alone.

Using value to support conversations about price increases...

04 July 2023

If you don’t communicate value when you sell your proposition to your new customer (your first sell), how will you demonstrate value to them when you need to put up your prices? (Your second sell).

When the cost of generating qualified leads is so high…

29 June 2023

How do you avoid losing them in this classic sales process disconnect?

Common Challenges with Solution Selling Implementation

12 March 2023

When implementing a solution selling sales process, it’s important to keep in mind some common problems that may arise.

Learn how to have a conversation, on the other person’s terms

01 December 2022

Developing self-awareness is the launch point for starting this, and there aren’t many starting points better than Stephen Covey’s book, Seven Habits of Highly Effective People

Perceptual Positions - From whose perspective are your Sellers controlling their sale?

06 March 2019 by Charles Howden

The Sales Coaching tip is for Line-Management roles to use Perceptual Position language in their coaching sessions to help Sellers better understand there are three dynamics operating in a Sales Call. The Seller, the Buyer, and the Process. And that they, the Seller, should aim to have control over all three!

Value Selling - Two New Challenges

12 February 2019 by Charles Howden

I smiled when the Harvard Business Review (HBR) included this link in their daily newsletter to me on Sunday 10/02/19 (well OK, I suspect they sent it to other people too).

Value Selling Calculations - Can your sellers do the numbers?

16 November 2018 by Charles Howden

Great Value Selling calculations do not have to be complicated. Simplicity can create a compelling logic that is hard to disagree with, which is exactly what we are trying to achieve when we use value calculations in a sales engagement.

Juice up your SPIN selling with a menu list

04 June 2016 by Charles Howden

In a world where most buyers are now at least as well informed as a good seller, how can you give your SPIN selling the edge?

Is your sales plan becoming just a pipe-dream?

30 May 2016 by Charles Howden

How is delivery against your sales plan coming together? Are you getting a firm sense that you are on-track to hit your sales numbers this year?

What is your qualification process based on?

15 April 2016 by Charles Howden

So now the dust has well and truly settled on Q1, how was it for you? And what does a half-filled glass have to do with sales conversion? Most of us have been there. Great opportunities that are expected to close just drifting off into the next quarter…

Page 1 of 7 Next

These are a collection of our views about the world of selling, though please feel free to disagree and share you own views with us.

Simply add your view to the comments box below each story. We’d be delighted to engage with you…

CPV have taken the mystery out of the sales process and shown us how to do it for ourselves, now I feel much more in control of our business” – PW, MD Financial Services SME

Complete the contact form below and we'll respond...
Or send a text to 07765 405649