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 We live in an in-between era. Field sales went virtual almost overnight during the Covid pandemic, then snapped back to something that resembles the old world, only…
By Simon Hazeldine In today’s hyper-competitive and unpredictable marketplace, technical selling skills alone are no longer enough. The modern sales professional is under relentless pressure from aggressive quotas, longer buying…
By Simon Hazeldine In the competitive world of sales, the temptation to offer a discount early in the sales process can be overwhelming. After all, discounting can create urgency, make…
By Simon Hazeldine I have some very bad news for you. You had better make sure you are sitting down. Prepare yourself for a shock. Your customers don't care about…
By Simon Hazeldine I wish to make it clear right at the start of this article that I have never served in the military (I have a rather immature aversion…
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…
By Simon Hazeldine In high-stakes environments like sales, success is often determined by more than just product knowledge, market research, or negotiation tactics. Like athletes preparing for a championship, sales…
By Simon Hazeldine As a result of the challenging commercial environment that has become the new reality we are all operating within, sales professionals need an edge – and the…