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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.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Ever finished the day feeling like you’ve worked hard but achieved little?

In this episode of The Reality is Sales Training, Bob and Jeremy get straight into the idea that time really does equal money in sales – and how to make every hour count.

You’ll hear practical, no-fluff strategies for managing your day, protecting prime selling time, and getting more out of every call, conversation, and opportunity.

They cover:

· The Success Six: A 100-year-old method that still works today

· Why ‘worst first’ frees your focus and builds momentum

· How to block out prime selling time (and keep admin at bay)

· Covey’s urgent vs important matrix (and how salespeople often get it wrong)

· The Three D’s: Delay, delegate, delete

· The two-minute rule that keeps small tasks from stealing your day

· The end-of-day check: Accomplished or exhausted?

This episode is full of simple tools and sales productivity tips you can use immediately to sharpen your focus, boost your revenue, and finish your day with time and energy to spare.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Every salesperson faces difficult periods, but your response to these challenges defines your long-term success. This candid exploration of sales resilience provides practical strategies for navigating the inevitable ups and downs of sales performance.

We begin by acknowledging a fundamental truth: tough months happen to everyone. Whether due to seasonal business cycles, market fluctuations, or simply following an exceptional performance period, sales slumps are normal. The difference between top performers and others lies not in avoiding these downturns but in how they respond.

One particularly powerful strategy we examine is revisiting previous leads that weren't fully closed. As the great Zig Ziglar noted, "People don't change their minds, but they can make a new decision based on new information." Through a realistic role-play scenario, we demonstrate exactly how to approach past prospects with something genuinely new and valuable while validating their previous decision rather than making them feel wrong.

Beyond tactical approaches, we delve into the critical mindset components of resilience. Your feelings directly influence your behaviours, which ultimately determine your results.

Perhaps most importantly, we challenge the limiting effect of target fixation. By shifting focus from arbitrary numbers to delivering genuine value in every customer interaction, you not only serve customers better but often achieve better results naturally. Remember - customers don't care about your targets.

Ready to transform how you handle sales challenges? Visit realitytraining.com to discover how our training programmes can help your entire team develop the resilience needed for consistent long-term success.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.