In this short podcast, Graham revisits one of our old podcasts on change. When change at work happens it can create an emotional responce, especially when the change is done to us, not by us.

Graham looks back on a podcast from May 2023 that explores the different ways that we react to change, asking how much do we, as leaders, really understand the people around us, and take that into account when communicating and leading change.

If you want to go back and listen to the whole podcast you can here it here - https://thequestionis.libsyn.com/106-why-do-some-people-react-to-change-harder-than-others

Why do sales conversations so often end up stuck on price?

Because the moment your product becomes the centre of the conversation, comparison is inevitable — and value gets lost.

In this episode, we explore value-led selling and why buyers don't want products — they want confidence in outcomes.

We unpack:

• Why focusing on your solution pushes buyers into risk mode
• How complex buying decisions shift responsibility onto the customer
• Why customers want help making the right decision, not choosing a product
• How to reposition yourself as a trusted advisor, not a vendor

Through real programme examples, we challenge a deeply held belief:
Even the best product doesn't matter as much as what it enables.

You'll learn how to:

• Shift the conversation from "what we sell" to "what they need"
• Align your expertise to customer outcomes
• Build value propositions rooted in impact, not features
• Strengthen trust — even when it means walking away from a deal

Another look back into our podcast library, Richard heads back to when we asked the question, How can I improve my confidence.

Richard explores how our confidence changes over time, especially when working on something big or important to us, and that can lead to confidence wobbles, yet with a small amount of planning ahead of time, we can handle these low points and power through to achieve our goals and objectives.

If you want to listen to the original podcast, it is called 'How can I improve my confidence?' and is podcast 112 from March 2026. You can listen to it here - https://thequestionis.libsyn.com/112-how-can-i-improve-my-confidence