The Art of Value Conversations: My First Outstanding Sales Experience of 2025

We’re only six days into 2025, and I’ve already had my first outstanding sales experience. The funny thing? It was me on the other end of the transaction the buyer. And the salesperson used my own strategy against me.

Here’s the story:

It all began with a classic mission "grocery shopping". You know the drill: grab what’s on the list, avoid distractions, and head back. Mission accomplished. Or so I thought.

As I was heading home, I got that text message:

“Please don’t forget the snacks.”

Now, like most of us, I wasn’t going to head back to the same store where I’d just checked out too many people in line, too much time wasted. So, I decided to stop by a smaller store nearby to grab the forgotten items.

That’s when it happened. While waiting in line to pay, one of the store employees approached me. She looked at the item in my bag and said:

"I noticed you picked that up at the other store. Did you know we have a special promotion? You can get three of those for the price of one here.”

Now, this instantly caught my attention. A great deal, sure but did I really need another three? I hesitated. She noticed. Without missing a beat, she added:

“This is a limited-time deal. Honestly, if I were in your shoes, I wouldn’t miss it.”

And that was my green light. ?

Not only did I leave the store with three instead of none, but I also walked out smiling. The experience stuck with me and not because I got a great deal. What impressed me was how confidently and seamlessly she brought value into the conversation.

The Lesson for 2025: Always Lead with Value ??

As someone who lives and breathes sales, this experience was a reminder of something I teach every day: value conversations aren’t about “selling.” They’re about offering a solution the customer didn’t even know they needed.

We’re all looking for something whether it’s a bargain, an upgrade, or simply the reassurance that we’re making the best choice. Many customers, like me, are going through the motions of their usual habits, not realizing there’s a better option out there.

This salesperson wasn’t afraid to interrupt my routine and show me something new. She didn’t push; she provided clarity and confidence.

What Can We Learn From This? ??

?1. Observation is Key: She noticed what I was buying and offered a relevant alternative. In telesales or retail, this is the equivalent of actively listening to the customer’s needs.

?2. Confident Communication: Her confidence in the offer “If I were in your shoes…” created trust. Confidence sells, plain and simple.

?3. Creating Urgency: By emphasizing the limited-time nature of the deal, she nudged me to act decisively. Urgency, when used ethically, can be a powerful motivator.

?4. Focus on Value, Not Price: She didn’t just pitch a discount she highlighted the value I was getting by choosing the deal. Customers don’t just buy products; they buy outcomes.

As we step into 2025, I encourage everyone in sales whether you’re in a call center, on the sales floor, or leading a team to embrace the art of value conversations. Don’t fear approaching customers or starting those discussions. When you genuinely believe in the value you’re providing, it shows.

And remember: sometimes, the best way to learn is by experiencing what it feels like to be on the other side of the pitch.