Understanding the Change Drivers behind every deal

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