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 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 Trust is often described as a soft skill. That is a mistake. Trust is not soft. Trust is commercial. Trust affects how quickly buyers listen, how much…
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 follow-up emails do not move deals forward. They simply remind the buyer that a meeting happened. They say things like: “Thanks for your time today.” “Great…
By Simon Hazeldine Most sellers are not beaten by competitors. They are beaten by committees. Not because the committee is smarter.Not because the committee is hostile.Not because the seller has…
By Simon Hazeldine Most salespeople believe they run good discovery conversations. They ask questions.They take notes.They gather information. And yet, they still lose. Not because they did not ask enough…
By Simon Hazeldine Most salespeople think deals are won in the pitch. They’re not. They’re won, or lost, in the first 90 seconds. Before your slides.Before your proposal.Before your pricing.…
PART 3: From Trusted Expert to Commercial Partner – How to Turn Insight Into Revenue By Simon Hazeldine In Part 1, we explored a powerful truth. If you work with…
By Simon Hazeldine Most sellers try to win by working harder. More calls.More meetings.More proposals.More hours. Activity increases.Effort increases.Fatigue increases. Results often do not. Elite sellers operate differently. They look…