PART 1: Why Your Role Already Influences Revenue
By
Simon Hazeldine
This is the first in a three part series of blog posts aimed at non-sales professional who interact with customers as part of their job role. Seasoned sales professionals may also benefit from reading this!
Pre-sales consultants. Solution architects. Project managers.Programme leaders.
You are not “in sales.”
And yet, you are closer to the customer than most salespeople.
You hear the real problems.
You see the operational risks.
You understand the consequences of failure.
Which means you are already influencing buying decisions.
Whether you realise it or not.
The Misconception
Most non-sales professionals resist selling because of what they believe it is.
Pressure.
Pushiness.
Targets.
Transactions.
So they avoid it.
But in doing so, they also avoid something more important.
Value contribution.
The Reframe
Think about it this way:
Selling is not necessarily persuasion.
Selling is helping a customer make a better decision.
If you can:
• Clarify a risk
• Expand a problem
• Connect a capability to an outcome
You are already “selling”.
The difference is intention.
The Psychological Shift
The real shift is not behavioural. It is mental.
From:
“I do not want to sell”
To:
“I want to help this customer succeed”
That shift removes tension.
It replaces self-consciousness with purpose.
The Hidden Cost of Staying Silent
If you see:
• A risk the client has not identified
• An inefficiency they are tolerating
• An opportunity they are missing
And you do not raise it, you are not protecting the relationship.
You are limiting its value.
Silence feels safe.
But it often costs the customer more.
The Commercial Lens
Before every interaction, ask:
• What outcome matters most to this client?
• What could stop them achieving it?
• Where could we help?
That is where commercial conversations begin.
Closing Thought
You do not need to become a salesperson.
You need to become more intentional about the value you already create.
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About the author
Simon Hazeldine works internationally as a revenue growth and sales performance speaker, consultant, and coach. He empowers his clients to get more sales, more often with more margin.
He has spoken in over thirty countries and his client list includes some of the world’s largest and most successful companies.
Simon has a master’s degree in psychology, is the bestselling author of ten books that have been endorsed by a host of business leaders including multi-billionaire business legend Michael Dell and is co-founder of leading sales podcast “The Sales Chat Show”.
He is the creator of the neuroscience based “Brain Friendly Selling”® methodology.
Simon Hazeldine’s books:
- Neuro-Sell: How Neuroscience Can Power Your Sales Success
- Bare Knuckle Selling
- Bare Knuckle Negotiating
- Bare Knuckle Customer Service
- The Inner Winner
- How To Lead Your Sales Team – Virtually and in Person
- Virtual Selling Success
- How To Manage Your People’s Performance
- How To Create Effective Employee Development Plans
- Virtual Negotiation Success
