Where did the customer go?
Sep 26, 2025
Ever had a customer go cold after you presented your solution?
It might not be your pricing or your product
It might be that what you offered didn’t feel right
Even if it was technically correct it missed the mark emotionally or commercially.
The most effective salespeople don’t just offer solutions... they anchor them.
They tie the recommendation directly to what the customer cares about most
- real problems
- real goals
- real risks
That’s how you create solutions that stick
'Underpin' is part of the VALUE Framework about delivering the right solution... but not just in terms of fit
It’s about linking your solution clearly to value
- Why this solution now?
- What outcome does it unlock?
- How does it align with their business priorities?
If your customer can't clearly connect the dots between your offer and their goals… they're not going to move
Simple as that
A solution isn’t a pitch... it’s a promise
Make sure yours is worth keeping
How do you make sure your solution is underpinned by what really matters to the customer?
The full VALUE Framework is
Validate = right opportunities
Align = right research
Leverage = right conversations
Underpin = right solutions
Evolve = right outcomes
That’s what we use to drive sales success.
It might not be your pricing or your product
It might be that what you offered didn’t feel right
Even if it was technically correct it missed the mark emotionally or commercially.
The most effective salespeople don’t just offer solutions... they anchor them.
They tie the recommendation directly to what the customer cares about most
- real problems
- real goals
- real risks
That’s how you create solutions that stick
'Underpin' is part of the VALUE Framework about delivering the right solution... but not just in terms of fit
It’s about linking your solution clearly to value
- Why this solution now?
- What outcome does it unlock?
- How does it align with their business priorities?
If your customer can't clearly connect the dots between your offer and their goals… they're not going to move
Simple as that
A solution isn’t a pitch... it’s a promise
Make sure yours is worth keeping
How do you make sure your solution is underpinned by what really matters to the customer?
The full VALUE Framework is
Validate = right opportunities
Align = right research
Leverage = right conversations
Underpin = right solutions
Evolve = right outcomes
That’s what we use to drive sales success.
I'm offering 3 FREE team workshops sharing how to implement this
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