Ethical selling: Understanding what people value and will pay for

 Join us on this episode with guest, Adam Wallace, author of '(Re)Value', as we uncover the hidden psychology of selling expertise across different industries.

Adam sheds light on the critical importance of identifying problems your clients might not even recognise they have, expanding your conversations and avoiding the common trap of rushing to solutions.

Learn how understanding where people spend their time and money can reveal their authentic motivations, providing a roadmap to more impactful sales strategies.

Ever wondered how focusing on just 75 customers could skyrocket your portfolio from 3 million to 20 million?

Adam breaks down the power of targeting micro niche markets and how laser-focused attention on a select customer group can create trust and compelling solutions.

We also discuss why transparency and honesty are not just ethical obligations but strategic necessities for optimising resources and delivering unparalleled value.

Discover how articulating the unique challenges of your niche can make your business irresistibly magnetic to potential customers.

We also tackle the complexities of modern sales, from the art of "tactical empathy" to mastering the crucial handoff from sales to delivery.

Adam reveals how to connect deeply with buyers by truly understanding their perspectives and ensuring that promises made during sales translate seamlessly into delivery.

And don't miss our exploration of untapped market value, focusing on the profitable yet often-neglected grumpy customers.

Learn practical strategies for uncovering hidden opportunities that can lead to better margins and more successful business outcomes.

-------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

(0:00:00) - Understanding Customer Value in Sales

Psychology of selling, identifying problems, understanding value, human drive for better outcomes.

(0:13:23) - Niche Marketing and Sales Strategy

Targeting a micro niche market, understanding unique problems, and ethical selling can grow a portfolio from 3 to 20 million.

(0:18:25) - Sales Strategy and Customer Value Understanding

Understanding buyer relevance and tactical empathy in modern sales, emphasising handoff to delivery for consistent outcomes.

(0:28:16) - Unlocking Untapped Market Value in Sales

The dynamics of customer segmentation, valuing grumpy high-paying customers, and shifting focus for better business outcomes.

Connect with Adam

Website:

Buy Adam’s book – (Re)Value:

Follow me

https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/qr0tJhPdfIQ