By Simon Hazeldine The meeting has started. You have barely said anything. No discovery questions yet. No presentation. No value proposition. No proposal. And certainly no close. But something important…
By Simon Hazeldine Here is an uncomfortable question for sales leaders. What if your average salespeople already know most of what your best salespeople know? They know they should prepare…
By Simon Hazeldine There is a comforting idea buried inside a lot of traditional sales thinking. If we give buyers enough information, enough evidence, enough ROI, enough proof, and enough…
By Simon Hazeldine Most sales meetings are designed around what sellers want to say. The company overview.The product story.The slide deck.The credentials.The features.The case studies.The proposal.The close. That may feel…
By Simon Hazeldine Many sellers misunderstand buyer delay. They assume buyers delay because they are disorganised. Or because they are not serious. Or because they do not understand the value.…
By Simon Hazeldine Most sales training does not fail because the content is weak. It fails because the behaviour does not change. That is an important distinction. Many sales training…
By Simon Hazeldine Salespeople often jump too quickly. Too quickly to the solution.Too quickly to the value proposition.Too quickly to the proof.Too quickly to the close. They are keen to…
By Simon Hazeldine Most sales processes are built around seller activity. Prospect.Qualify.Present.Propose.Negotiate.Close. That makes sense from the seller’s perspective. It gives structure.It creates stages.It helps managers track pipeline.It gives CRM…
By Simon Hazeldine Influence in sales is often misunderstood. Too many salespeople still believe influence is about enthusiasm. Be energetic.Be positive.Be passionate.Be persistent. There is nothing wrong with energy. But…
By Simon Hazeldine Confidence in sales is often misunderstood. Too many people still believe it is something you either have or you do not. Some sellers are “naturally confident”.Some sellers…