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. Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence.

Connect with Harriet

LinkedIn: https://www.linkedin.com/in/harriet-mellor

Website: https://www.yoursalesco.com

More from Sell Like You:

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