Issue #119

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A Simple Rule To Make Selling Easier

Many people never find their rhythm in sales because they burn energy in the wrong direction. They try to manage how buyers behave.

They chase reactions, try to predict moods. They interpret silence as rejection and interest as a promise.

They spend more time monitoring the other person than doing the work that moves a deal forward.

This is exhausting and it kills progress. A boss I had used to say, “I can’t hear what you’re saying, your actions are deafening me.”

There is a simpler, more effective approach. It removes pressure, protects your energy, and gives you the freedom to sell as the person you already are.

It is not detachment and pretending you do not care. It is about placing attention where it makes a difference.

Here is the rule: Pay attention to their actions and focus your energy on your own.

That’s it, the rest is application.

Below is the framework that turns this into something you can use every day.

It has three parts: Watch. Decide. Move.

No more going off at a tangent, over reacting or missing the signs.

When you follow this sequence you stay grounded, clear and capable, even when the buyer is inconsistent and difficult to read.

Part One: Watch

This is the discipline of observation. Not interpretation or mind reading.

Just watching what the buyer actually does.

Examples

• A buyer says the project is urgent but keeps moving meetings. Instead of guessing what that means, you watch the pattern. Urgency without action means they are not ready.
• A stakeholder says they love your solution but will not introduce you to the budget holder. The words say yes, but the actions say maybe.

Don’t waste energy trying to manage other people’s behaviour.

It’s not personal, stop telling yourself stories to make it make sense, just see what is in front of you.

​Here's more about why we do it.

If you watch without expectation or judgement, their actions will reveal everything.

This step saves people from the panic spiral that keeps them stuck in blind reactions.

Part Two: Decide

Once you know what is true, you decide what your role is now.

This is where people with sales anxiety collapse because they skip the decision stage and jump straight into reacting.

They push harder when the buyer pulls away or withdraw immediately if they hesitate. They are hostage to someone else’s whims.

The decision stage fixes this. You have gathered the data by watching, now take responsibility for your own life.

If it's looking like they've gone cold, read this.

Examples

• If the buyer is warm but slow, you decide whether this deal still fits your pipeline plan. If it does, you continue, if not, move on.
• The buyer is keen but inconsistent, so you decide on a qualification step to get clarity. A call with their operations lead, maybe a short workshop or a request for specific data.

Their response will tell you everything.

Deciding is not guessing. It is choosing your next action based on what their behaviour tells you.

You take back control of your effort, keep your power and avoid resentment.

Part Three: Move

This is where you put simplicity back into your sales life. Your energy stays clean because it is channeled purely to what you know works.

Examples

• A buyer delays repeatedly. Close the loop politely and focus on live opportunities.
• A buyer goes silent after a proposal. You send a short message to reopen the conversation and give it a defined window. If nothing happens, move on without drama.

Movement creates momentum.

Momentum creates confidence.

Confidence creates success.

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Why This Works

Selling feels dangerous because your safety seems to depend on someone else. When you place attention on what you control, the fear drops.

You stop trying to force outcomes. You retain control of your time and energy.

If selling makes you tired, read this.

This is how people who have always struggled with sales finally find their way into it.

They replace pressure with clarity, guessing with structure.

Action wipes away anxiety, so you can think clearly.

Watch. Decide. Move - it’s not complicated.

It is replacing reaction with a considered process that leads to clear actions and solid results.

This is the simplest path to becoming steady and effective in an unpredictable environment.

My Udemy course takes you through the first three, foundational elements of the House of Sales.

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​Watch a sample video here, all about how procurement try to ruin your life.

Or you can get ahead of your competitors for that Sales VP job by reading this, it's short, easy to read and full ofsimple rules that will save your life and get you promoted.

And, of course, you can email or DM me on LinkedIn if you want to discuss coaching, consultancy or training. First call is free.