No offer Orange Friday
Nov 28, 2025
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes
Switched on its mind-reading powers
What you heard them thinking is cause for concern
“You're telling me stuff I don't care about.”
“I didn’t ask for your company’s origin story.”
“This isn’t a job interview. Why are you still talking about yourself?”
“I’ve got problems to solve and this pitch isn’t helping.”
"It's the same as everyone else"
The customer isn’t rude
They’re just bored... because you’re making the conversation about you
That's not how it works now
Old-school selling:
= “Let me tell you what WE do.”
Modern, collaborative selling:
= “Let’s explore what YOU need.”
What would a customer-focused approach sound like?
Let's use the VALUE Framework... spoken in the customer’s language
🔸 Validate = right opportunities
"Start by asking about my goals not explaining your structure."
🔸 Align = right research
"Show me you’ve understood my priorities... not just your product range."
🔸 Leverage = right conversations
"Make this interactive. Make me think... don’t make me sit through it."
🔸 Underpin = right solutions
"Present to my problems. If I can’t see myself in it, I won’t buy it."
🔸 Evolve = right outcomes
"Talk about where we go after this... not just what you close today."
Do you build your meeting around your material…
... or their motivation?
(You can't have my Orange Hat... but you can have sales training that encourages this thinking)