I can read your mind!

"I don’t hate salespeople.... I hate how most of you sell to me"

The orange hat recently got upgraded with mind reading powers (AI is so last year)

It gives a startling insight into the mind of the customer

"You come in talking.
You assume what I care about.
You push 'the solution' before I’ve even defined the problem."

Oh dear... it doesn't stop there though

"Let me be clear: I don’t need a pitch.
I need help making a decision."

And there's more

"I’ve already done research. Don’t repeat it.
I’m under pressure. Don’t waste my time.
I want relevance. Don’t guess what that means."

My goodness... anything else?

"The problem isn’t your product.
It’s that you’re more focused on getting a “yes” than helping me say it confidently."

So what to do?

I've captured the customers voice against the VALUE Framework

"If you actually want to earn my attention - and my business - do this instead...

🔸Validate = right opportunities

"Ask why I’m exploring this now. Find out if it makes sense for both of us.

🔸Align = right research

"Come in knowing the basics. Show me you’ve done more than skim the website."

🔸Leverage = right conversations

"Ask questions I haven’t thought of yet. Make me think differently."

🔸Underpin = right solutions

"Don’t pitch. Prove. Connect what you do to what I want."

🔸Evolve = right outcomes

"Tell me what happens after I sign. I’m buying results, not a project plan."

Final words?

"If you treat me like a deal, I’ll walk.
If you treat me like a partner, I’ll buy.
It really is that simple.
Make it easier for me to say yes.
Or stop complaining when I don’t."

Tough stuff

Would your customers be saying this about you?