Your sales process is built around your business. Your buyer is experiencing something different.
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
Edinburgh, 2026
Before a buyer speaks to you, they are already deciding whether to trust you.
Fewer conversations that go nowhere.
Clearer discussions about scope and intended spend, earlier.
Better-fit clients who stay longer.
“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.”
“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. Gerry’s work has led to a year-on-year enquiry conversion increase of over 32%, helping us achieve our best sales year to date.”
It always starts here.
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