Have I done something odd?

You might ask why I'd write something like Trust First Selling 

Especially when most of my work is in engineering and manufacturing

(You might not but I'm going to answer anyway)

The answer is quite simple

My focus hasn't changed

The audience has widened

I've spent 25 years helping people navigate complex commercial conversations

Most of that has been in engineering and manufacturing because that's where the work naturally led me

It's also where ideas like the VALUE Framework and Collaborative Selling were developed

But over the years I kept noticing something

The thinking travelled

Others found it useful

People who would never describe themselves as 'salespeople' found it useful

Especially when positioned without the 'salesy' language 

That made me think

These ideas aren't just about engineering and B2B sales

They are about helping people have commercially stronger conversations.

So I wrote them down

Not because I've changed direction

Because I think good thinking should be shared

(Orange Hat Thinking!)

The application will be different

Helping someone buy an engineering solution isn't the same as helping someone choose an accountant, a gym or a pair of shoes

But the principles are remarkably remarkably similar

- Build trust 

- Understand

- Help people make sense of their decision

That's the thinking I've been developing for years

Engineering is still where I spend most of my time.

I just don't see any reason to keep the philosophy locked inside one profession

That's why I did it

Seeing as you might (or might not) have asked 

(Pic of author review copy... real version will lose the ugly grey stripe
Hat stays its beautiful orangeness)

 

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