Who is worth a conversation?
A broad target usually creates a broad pitch. Clarity starts with the buyer.
SALES
Before asking the team to sell more, check whether the customer has a reason to buy.
When sales slow down, the first instinct is often more calls, more follow-up and more pressure on the team. I start one step earlier: who is the customer, what problem are we solving, why should they care and where does the conversation actually lose momentum?
Show me where deals get stuck
Sales activity is only leverage. If the approach is wrong, it multiplies the wrong thing.
COMMERCIAL DIAGNOSIS
Four questions before another sales initiative.
What are they really buying?
Features matter after the buyer understands the problem you can solve.
Where do deals lose momentum?
Opening, discovery, proposal, objection, close or follow-up each require a different fix.
Can the team repeat what works?
A strong individual can produce a good month. A visible process gives the business something it can improve.
SOLUTION SELLING
Listen long enough to earn the explanation.
My sales work is built around a sequence: define the goal and buyer, create a meaningful first contact, ask useful questions, build credibility, explain the solution and close the next step.
The objective is not to make everyone sound like Robert. It is to make the commercial thinking visible enough for the team to practise it.
THE SALES CIRCLE
A conversation has a job at every stage.
GoalRight buyerFirst contactQuality conversationQuestionsCredibilitySales messageClose