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 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 Discounting is often presented as a commercial decision. In reality, it is often an emotional reaction. A buyer pushes back.Procurement asks for a better price.A customer says…
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…
By Simon Hazeldine Many sales leaders blame the market for shrinking margins. “The competition is aggressive.”“Customers are more price sensitive.”“Procurement is tougher than ever.” Those statements may be true, but…
By Simon Hazeldine Every year, companies invest huge amounts of money, time, and leadership attention into their annual Sales Kickoff. Venues are booked. Speakers are hired. Decks are polished. Music…
By Simon Hazeldine Walk into most sales organisations and you’ll hear the same mantra: “We’re performance-driven.” On the surface, that sounds impressive. But dig a little deeper and you’ll often…
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 In sales and negotiation, there is one invisible currency that decides who wins and who loses: trust. Without it, even the best pitch collapses. With it, deals…