{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"You've Got a Great Product So Why Aren't You Winning More Deals?","description":"  Take the Collaborative Selling Scorecard:  https:\/\/collaborativeselling.scoreapp.com   Connect with Fred:  https:\/\/www.linkedin.com\/in\/fredcopestake   Watch Fred\u2019s FREE YouTube Course: Sales Mastery for Engineers:  https:\/\/bit.ly\/Sales-Mastery-For-Engineers   Watch the full mini series playlist   here   &amp;nbsp;   Most engineering businesses already have strong products, strong expertise, and strong technical capability.   So why do so many opportunities still fail to convert?   In this 5th episode of the Sales Today Mini Series, Fred explores one of the biggest misunderstandings in modern B2B sales:   A strong solution does not automatically create buying confidence.   Customers are not simply evaluating products in isolation.    They are trying to understand:    Does this help us move forward?   Does this solve the right problem?   Is this the right direction?   Can we commit to this confidently?    And when those answers are unclear, decision-making slows down - even when the technical solution is excellent.   Fred explores the growing gap between:    Technical capability and Customer clarity    He explains why modern sales conversations are no longer just about presenting products, but helping customers make sense of their situation, their priorities, and the outcomes they actually want to achieve.   Fred also introduces the idea of the salesperson as a \u201csense maker\u201d - someone who helps customers:    Understand what is really going on   Clarify the real problem   Define what a good outcome looks like   Connect the solution to meaningful business impact    Because understanding how something works is not the same as understanding why it matters.   In this episode:    Why strong products alone do not guarantee sales success   The difference between capability and customer confidence   Why technical detail is often overused too early   The role of sales conversations in helping customers think clearly   Why customers buy clarity as much as capability   How engineering businesses can improve conversion without changing the product   The importance of communicating value in the customer\u2019s context    Key Takeaway   Customers do not buy technical capability alone.   They buy confidence in a direction, confidence in an outcome, and confidence in a decision.   And that confidence is created through better conversations.   Free Collaborative Selling Scorecard   If you would like to assess how your sales approach aligns with today\u2019s buying environment, you can take the free Collaborative Selling Scorecard:  https:\/\/collaborativeselling.scoreapp.com\/ ","author_name":"Sales Today","author_url":"http:\/\/throughpartnering.libsyn.com\/website","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/41506170\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/202525540"}