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…
By Simon Hazeldine Preparation is one of the highest ROI activities in sales. It improves confidence.It sharpens questioning.It strengthens positioning.It reduces risk.It increases control. And yet, it is often rushed.…
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 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…