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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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This episode could literally make you more money! We break down how to convert minutes into money using the Success Six, time blocking, and the three D’s so you finish the day accomplished, not exhausted. Practical steps, simple tools, and a sharper focus on what truly moves revenue.

• why time equals money in sales
• the Success Six and “worst first”
• time blocking to handle interruptions
• urgent versus important using Covey’s lens
• the three D’s: delay, delegate, delete
• protecting prime selling time from admin
• micro‑wins and the two‑minute rule
• end‑of‑day check: accomplished or exhausted

Please share, edit, review, whatever. Pass this on to somebody who can make more of their time

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

Send us a text

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.