Understanding the Change Drivers behind every deal
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Understanding the Change Drivers behind every deal
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No change, no sale.
In this episode of Sales Today, discover why change is the true driver behind every deal - and how the best salespeople use it to create urgency, relevance, and trust.
Explore the RESPECT Framework, a practical tool that breaks down the 7 major external forces influencing customer behaviour:
- Regulation
- Economic
- Social
- Political
- Environmental
- Competition
- Technology
Learn how to recognise and respond to these change drivers to lead with insight, ask better questions, and guide customers through uncertainty - ethically and effectively.
Key Topics Covered:
- Why change is the foundation of sales momentum
- How to apply the RESPECT framework in discovery conversations
- Real-world examples of change drivers in action
- Strategies for shifting from product-pitching to clarity-selling
- How to position yourself as a trusted advisor, not a vendor
Action Step:
Review an active deal or account. Use the RESPECT framework to identify change drivers. Turn insights into tailored discovery questions - and shift the conversation toward strategic value.
Connect with Fred:
📘 Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling
🔗 https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/4lUeiv6QgwA