Sell Like You · 2025-11-20 · 13 min
Most salespeople say they “understand the buyer,” but very few know how to actually think like one. In this episode, Harriet breaks down how to map decision-making, influence timelines without pushing, and keep deals moving across long and complex cycles. Learn how to guide prospects, protect trust, and create momentum even when buyers delay, stall, or shift priorities. What You’ll Learn: Why pushing too early can damage trust - and what to do instead How to identify a buyer’s real timeline and map their internal decision process How to educate prospects on realistic timeframes and influence timelines ethically What internal pressures CIOs, CTOs, CFOs and CEOs juggle during decision-making How to keep control of long-cycle deals without sounding salesy or desperate About Harriet Mellor: Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she’s known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth.
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