By Simon Hazeldine Attention has become one of the scarcest resources in selling. Your buyer has emails. Messages. Meetings. Internal problems. Customer issues. Targets. Projects. Suppliers. Notifications. And dozens of…
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 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 salespeople want the buyer to say yes. Yes to the meeting.Yes to the next step.Yes to the proposal.Yes to the investment.Yes to the change.Yes to the…
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 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 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…