Discover the verbal behaviours most aligned with increased profit.

Download the whitepaper 'How to create and capture value' to learn the behaviours every sales team needs to know, including:

  • The value creating behaviours you can use to understand customer needs

  • the value creating behaviours that help differentiate you from your competition

  • the value retaining behaviours you can implement during negotiation.

Essential reading for sales leaders.


Key insights from Creating and capturing value;


In consultative sales, sellers need to be able to address specific needs when demonstrating value.


Larger organisations need to manage implementations effectively from start to finish, to be successful.


In transactional sales, sellers need to focus on price later in the sales process.


What makes the skills described in this whitepaper effective?

We have spent four decades studying and identifying the behaviours needed for successful business. This whitepaper was written on this foundation of vast research and analysis. We know definitively which behaviours are required to improve performance.

My team operate globally, are the skills described here still relevant?

The skills described in this whitepaper will help you achieve consistency throughout your business, regardless of location. We deliver the same proven methodologies using a deployment strategy designed to meet the needs of each of your teams and territories.

How do Huthwaite teach new skills and improve performance?

Huthwaite takes the people in your business on a journey; from their understanding and skills at the start through to enabling them to do or think differently by the end. Each behaviour change journey we undertake is appropriate to your unique business environment. We work consultatively with you to agree the best learning approach and then on into skills reinforcement.