Value-Centred Selling

Sell on the value you create.

Each salesperson sees the mindset, energy and habits behind their results, with tips to practise for each statement. The organisation sees where the sales team is strong and where to coach.

How it works

Salespeople who know what to practise.

01
Each salesperson answers about how they sell
Quick to finish, so the whole sales team can take part.
SellValue-Centred Selling4 of 15
Winning Mindset
I have stretching, measurable, attractive, and realistic sales goals for this year
012345678910
Strongly disagreeStrongly agree
SellValue-Centred Selling3 of 15
Winning Mindset
I am motivated to sell in my job
012345678910
Strongly disagreeStrongly agree
02
They see what drives their results
Their mindset, energy and behaviours, with the strongest and the one with most room.
03
They practise one habit
Each statement opens why it matters and tips to try.
Contact Energy, question 4 of 5I telephone clients when it is more effective than emailing themYour score5/ 10
Why this mattersFoundationsMasterclass
Busy clients are already bombarded by similar emails. AI agents are increasing messages sent by text, LinkedIn, and email. Being persuasive by telephone is a growing source of competitive advantage for salespeople. Human contact counts even more in the age of AI.
01
Defeat telephobia. Some salespeople defer to email because they're uncomfortable calling. To help overcome this contact reluctance, schedule specific times to call. Have a curious mindset. And focus on the value you could create for the client.
02
Call when it's attractive to your client. Busy clients appreciate us being flexible on scheduling conversations. Early and late calls show we're committed. Offer to call when they're in transit. Walking phone meetings are productive.
03
Know how to get past gatekeepers. Enlist the assistance of EAs and other colleagues of your client. Let them know a bit about why you're calling and ask when is a good time to again call your client. Most people are helpful.
04
Ask double bind questions. For example, is it best that I call you again this afternoon or tomorrow morning? These telephone questions are direct and give the client choice.
Contact Energy, question 4 of 5I telephone clients when it is more effective than emailing themYour score5/ 10
Why this mattersFoundationsMasterclass
Busy clients are already bombarded by similar emails. AI agents are increasing messages sent by text, LinkedIn, and email. Being persuasive by telephone is a growing source of competitive advantage for salespeople. Human contact counts even more in the age of AI.
01
Defeat telephobia. Some salespeople defer to email because they're uncomfortable calling. To help overcome this contact reluctance, schedule specific times to call. Have a curious mindset. And focus on the value you could create for the client.
02
Call when it's attractive to your client. Busy clients appreciate us being flexible on scheduling conversations. Early and late calls show we're committed. Offer to call when they're in transit. Walking phone meetings are productive.
03
Know how to get past gatekeepers. Enlist the assistance of EAs and other colleagues of your client. Let them know a bit about why you're calling and ask when is a good time to again call your client. Most people are helpful.
04
Ask double bind questions. For example, is it best that I call you again this afternoon or tomorrow morning? These telephone questions are direct and give the client choice.
Contact Energy, question 4 of 5I telephone clients when it is more effective than emailing themYour score5/ 10
Why this mattersFoundationsMasterclass
Busy clients are already bombarded by similar emails. AI agents are increasing messages sent by text, LinkedIn, and email. Being persuasive by telephone is a growing source of competitive advantage for salespeople. Human contact counts even more in the age of AI.
01
Defeat telephobia. Some salespeople defer to email because they're uncomfortable calling. To help overcome this contact reluctance, schedule specific times to call. Have a curious mindset. And focus on the value you could create for the client.
02
Call when it's attractive to your client. Busy clients appreciate us being flexible on scheduling conversations. Early and late calls show we're committed. Offer to call when they're in transit. Walking phone meetings are productive.
03
Know how to get past gatekeepers. Enlist the assistance of EAs and other colleagues of your client. Let them know a bit about why you're calling and ask when is a good time to again call your client. Most people are helpful.
04
Ask double bind questions. For example, is it best that I call you again this afternoon or tomorrow morning? These telephone questions are direct and give the client choice.
04
You see the habits across sales
Averages by factor, round on round, so coaching goes where it is needed.

What you learn

What drives sales performance.

Three factors that predict high sales performance, shown here as one organisation's averages.

Winning Mindset
Whether a salesperson believes in the value they create and works to clear annual and weekly goals.
Agree stretching goals with each person.
7.2 / 10
Contact Energy
Whether they bring energy to client conversations, pick up the phone and bounce back from a no.
Spot contact reluctance before it shows in the pipeline.
6.4 / 10
Dollar-Productive Behaviours
Whether they plan each day, bring value at each stage of the sale, and close and negotiate with confidence.
Coach the behaviours that move deals.
7.1 / 10