Apr 29, 2026
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:
Apr 15, 2026
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...
Apr 1, 2026
Ever had a deal that felt “done”… only for someone to appear out of nowhere and derail it?
In this episode, Richard and Ricky explore one of the most common — and costly — mistakes in complex sales: assuming one strong champion is enough. Having a supporter doesn’t mean you’ve sold the deal. It...
Mar 18, 2026
In this short episode of The Question Is, Ricky delves back into the library to revisit one of his favourite episodes, which also happens to be one of our most-played ever.
There are lots of slightly different versions of the meanings of the five areas in SMART goals, but the one that comes up most often with the people...
Jan 21, 2026
In this last podcast in our series on common thinking errors, Richard and Graham look at how we assign labels to ourselves and to others and then act as if these made-up labels are true.
While labels can help us to understand the world by generalising things into simple to understand categories, often we assign...