Explaining VAPs: Selling the Value That Matters to Them

Sales Managers & Team Leaders Coaching - How to Raise Sales Standards

Send us Fan Mail [https://www.buzzsprout.com/2354779/fan_mail/new] Sales managers and team leaders spend a huge amount of time trying to move people from “capable” to consistently good.  Most teams have a few strong performers, a few people who need a lot of support, and a large middle ground where standards can drift depending on confidence, pressure, energy, or habit. In this episode, Bob and Jeremy talk about what raising standards looks like in practice and why consistency matters so much in sales teams. They explore the coaching conversations that help people improve, the behaviours that can damage customer trust, and why some salespeople hit targets in ways that create bigger problems later on. There’s also a simple four-step coaching framework for leaders who want clearer conversations around performance, behaviour, attitude, and development. The episode also covers: * helping people understand the “why” behind expectations * defining what good looks like * closing the gap between current performance and consistent performance * what to do when somebody slips back into old habits * and how to recognise when coaching has stopped moving somebody forward A practical episode for sales managers, team leaders, and anyone responsible for improving performance while keeping people engaged. To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Sales Managers & Team Leaders: How to Respond to Competitors

Send us Fan Mail [https://www.buzzsprout.com/2354779/fan_mail/new] How well do you know your competitors? In this episode, Bob and Jeremy look at how sales managers and team leaders can respond more effectively to competitors. Instead of relying on assumptions, they explore the value of running real competitor checks – picking up the phone, testing the buying experience, and seeing what happens. They talk about how competitor behaviour, not just products or pricing, can influence sales performance, and how teams can use simple benchmarking to improve their own approach. There’s also a practical look at identifying gaps in the customer experience and using them to strengthen your position in a competitive sales market. To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Price Integrity & the Awkwardness of Discounting

Send us Fan Mail [https://www.buzzsprout.com/2354779/fan_mail/new] Why do so many salespeople reach for a discount the moment things get uncomfortable? In this episode of The Reality is Sales Training, Bob and Jeremy look at price integrity – why it matters, and what happens when you don’t believe in your price. They explore why arbitrary discounting creeps in, how your own mindset affects how you present cost, and why confidence in value is what really drives sales. There’s also a simple takeaway: say the price… and stop. If you’ve ever felt awkward talking about price, or found yourself discounting too quickly, this one will hit home. To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Sales Follow-Up: The Part Most Salespeople Get Wrong

Send us Fan Mail [https://www.buzzsprout.com/2354779/fan_mail/new] A lot of sales fall apart after a good first conversation. Interest is there, the meeting goes well, and then the follow-up never quite lands. In this episode, Bob and Jeremy talk through what effective sales follow-up looks like. They cover how to set it up properly in the first place, how to agree next steps that actually stick, and why so many opportunities get left hanging. You’ll hear practical advice on managing follow-up without overcomplicating it, using proof and outcomes to help people decide, and avoiding the habits that stop salespeople going back to warm prospects. There’s also a look at the mindset issues that get in the way, and a follow-up phrase that probably needs to disappear from sales conversations for good. If deals are stalling after a strong start, this episode will help you get clearer, more consistent, and more effective with your follow-up. To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Explaining VAPs: Selling the Value That Matters to Them

Send us Fan Mail [https://www.buzzsprout.com/2354779/fan_mail/new] When buyers tell you what matters most, do you really use it? In this episode, we explain Valued Added Propositions (VAPs) - how to take what your customer actually tells you and turn it into clear, relevant value that makes them feel heard.  Instead of reeling off features or trying to sound clever, it’s about showing you’ve listened and linking what you offer to what really matters to them. You’ll learn how to extract the top three buying priorities with open questions, then turn them into simple “you told me/it does/which means” statements. We also look at why VAPs work well beyond the pitch: * In follow-up emails * To handle objections * In proposals * When training your team to personalise value All of our examples show why value that fits beats value that just sounds good. And because The Reality is Sales Training is all about bite-sized learning, the episode’s just 13 minutes – perfect for your next coffee break. Leading a team? Share this one with them – it’s a great way to help people link what they sell to what customers care about. To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.