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 If you’ve ever wondered why some sales conversations flow effortlessly while others grind to a halt, the answer lies deep inside the human brain. Every customer, stakeholder,…
By Simon Hazeldine Every salesperson has felt that moment. You’re mid-conversation, momentum is building, and suddenly the buyer leans back, folds their arms, and says, “We’ll think about it.” That’s…
By Simon Hazeldine Mastering the Art of Contrast in Sales: How to Cut Through the Noise and Persuade Your Customers In today’s fast-paced, information-overloaded world, consumers are bombarded with a…