That weird sound customers make

"Aaaah... I get it."

A deeply satisfied sound

And one of the best things you can hear from a customer

Because something has just happened

They've made sense of their situation

Not simply understood how your product works

There's a difference

They've got clarity

And at the same time you've demonstrated that you get it too

Their problem. Their priorities. What they're trying to achieve

Which probably puts you in a decent position when they start thinking about who might help them solve it

Funny that

What interests me is how we create more of those moments... because they don't happen by accident

They come from good questions. Listening. Exploring. Challenging.

Thinking things through together

Collaborative skills

Yet so much of the sales world still seem more interested in objection handling and techniques designed to overcome resistance

A much more combative approach

So I think there's a simple question worth asking:

"Would you rather work with someone who wants to see you right or someone determined to prove themselves right?"

The VALUE Framework is designed around an approach to 'see people right'

🔸 Validate = right opportunities

Get clear on what's really happening and whether it's worth exploring

🔸 Align = right research

Understand their world so the conversation starts somewhere useful

🔸 Leverage = right conversations

Help them think through problems, implications and possibilities

🔸 Underpin = right solutions

Connect what you do to the clarity you've created together

🔸 Evolve = right outcomes

Keep that shared understanding going beyond the decision

"Aaaah... I get it."

If we're hearing that from customers...

... I reckon we're probably doing something right