What were they thinking ...

“You're telling me stuff I already know. I’ve got internet access!”

You wear the Orange Hat to your first sales meeting with a prospect... mind-reading function activated

Is that what they are thinking before slide 5?

Along with

- “This could’ve been an email. Or a brochure. Or just a Google search.”

- “You’re here to understand me... not educate me on your product.”

- “I don’t need a guided tour. I need help making a decision.”


If your sales meeting feels like a website… you're not helping. You're reciting

Parroting

The customer isn’t impressed by your knowledge.

They want you to help them make sense of things

Partnering


What should the customer experience instead?

Use the VALUE Framework to shift from your perspective to theirs

This is what they are thinking 

🔸 Validate = right opportunities

"Start by checking if this is actually worth my time – not just yours."

🔸 Align = right research

"Come in already knowing the basics. Ask me about what’s not on the website."

🔸 Leverage = right conversations

"Challenge my assumptions. Ask sharper questions than my team does."

🔸 Underpin = right solutions

"Don’t explain features. Show how this fits my priorities."

🔸 Evolve = right outcomes

"Don’t stop at the sale. Help me believe I’ll get results after signing."


Customers don’t want more information.
They want better insight.

Are you adding value through sense making?
Or just restating what they already know?

Many salespeople today are still parroting rather than partnering

Why?


(The mind reading enabled Orange Hat is priceless and not for sale

Training to achieve the same effect is... at a fair price... and guaranteed! 

Ask me how)