sales process design grounded in buyer behaviour & decision science
sales process design grounded in buyer behaviour & decision science
Conversations with prospective clients feel like they’re heading somewhere, and then simply stop. Proposals go into silence. Or a prospective client who seemed engaged re-emerges with criteria that weren’t part of the original conversation, and you still don’t know what you’re actually being measured against.
I work with founders of established businesses to understand why their buyers hesitate, and then redesign their sales processes so buying feels safe again.
Where it starts
Before a buyer speaks to you, they are already deciding whether to trust you.
Most sales processes are built around internal logic: stages, pipeline metrics, conversion targets. The buyer isn’t part of that design. They arrive into a process that wasn’t built for them, and they feel it before the first conversation has even begun.
Fewer conversations that go nowhere.
Because the process identifies poor fit earlier, before time is spent on both sides.
Clearer discussions about scope and intended spend, earlier.
Because the framework creates the conditions for honest conversations before assumptions have hardened.
Better-fit clients who stay longer.
Because when buying feels safe, the right clients commit with confidence rather than reluctance.
A structured analysis of where your sales process is creating hesitation for buyers. Before anything is designed, we need to understand what is actually happening.
Where it starts“I gained confidence in what my team are doing well already and learned things that I can share with the team to make improvements in building our customer relationships. The Trust Triad workshop was so good, Gerry will be sharing it with my team later in the year.”Angela Cooper, Director, GYEON UK Ltd
“Gerry engaged with a wide range of team members to completely reimagine our sales process from the ground up, drawing on his unique understanding of buyer behaviour. His work led to a year-on-year enquiry conversion increase of over 32%, helping us achieve our best sales year to date.”Martin Johnson, Director & Co-Founder, Latin Routes