Why this? Why now? Why them?
Oct 27, 2025
“That sounds great, but how does it actually solve our problem?”
If your salespeople are hearing this too often…
... it’s a sign they’re not underpinning their solution properly
They need to be connecting the dots - clearly, confidently and credibly
It’s not enough to talk about features as the customer needs to see
- why this solution
- why now
- why it works for them
Great salespeople don’t just show up with a proposal
They show up with a solution that fits and a story that makes sense
'Underpin' is part if the VALUE Framework that is about 'right solutions'
As a sales leader, you can help your team do this more effectively
Coach them to:
🔸Tailor the message to the customer’s real pain, not the generic pitch
🔸Link solution capabilities directly to the outcomes that matter
🔸Use real stories and examples - not vague claims
🔸Build clear, compelling visuals that show “before and after”
🔸Pause and check for understanding - not assume it landed
Underpinning solutions gives the buyer confidence
It makes the decision easier and it positions your team as credible, not just capable
How do you help salespeople link solutions to outcomes?
If your salespeople are hearing this too often…
... it’s a sign they’re not underpinning their solution properly
They need to be connecting the dots - clearly, confidently and credibly
It’s not enough to talk about features as the customer needs to see
- why this solution
- why now
- why it works for them
Great salespeople don’t just show up with a proposal
They show up with a solution that fits and a story that makes sense
'Underpin' is part if the VALUE Framework that is about 'right solutions'
As a sales leader, you can help your team do this more effectively
Coach them to:
🔸Tailor the message to the customer’s real pain, not the generic pitch
🔸Link solution capabilities directly to the outcomes that matter
🔸Use real stories and examples - not vague claims
🔸Build clear, compelling visuals that show “before and after”
🔸Pause and check for understanding - not assume it landed
Underpinning solutions gives the buyer confidence
It makes the decision easier and it positions your team as credible, not just capable
How do you help salespeople link solutions to outcomes?
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
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