In this behind-the-scenes episode of the Change Champions podcast, Riley and Ped unpack the consultative sales process we use inside our own business — and teach inside Network & Sell and Leverage Accelerator.

This conversation was sparked by a graduating client who said our sales process was one of the most valuable parts of working with us.

Not because it was flashy.

Not because it was aggressive.

But because it gave her clarity.

We break down:

• Why “pitch first” is usually the wrong move
• What we mean by value, value, pitch
• How discovery conversations can build trust instead of pressure

• Why great sales calls feel collaborative — not coercive
• How to guide decision-making without being pushy

If you’re a coach, consultant, trainer, or facilitator who wants to sell your services in a way that feels aligned with your values — this episode will give you a practical structure you can start using right away.

Newsletter for stories, tips and resources: leverageaccelerator.co

Community to create more sales opportunities using relationship-first business development habits: networkandsell.com

Timestamps:

00:00 Why we’re talking about sales behind the scenes

01:10 A client’s surprising biggest takeaway

03:20 What “consultative sales” really means

03:50 Value, value, pitch — the 3-part structure

06:00 Why pitching too early backfires

06:40 The first value: discovery that actually helps

10:00 The emotional layer most people skip

11:50 The second value: sharing your expertise

15:10 Why clients often ask about working together

16:40 Decision-making vs being “sold to”

19:30 The weight of making decisions as a business owner

20:30 Why some people love being sold to

21:00 Being transparent about what the call is

22:10 Funnels, pipelines, and rapport

23:00 Dividing the 9-step process across calls

24:00 Leaving calls with goodwill — client or not

25:00 Sales as an act of service