Buyers changed. Selling mostly didn’t.
Ten years ago a seller controlled the information. Today the buyer has read everything before the first call, has compared you against three alternatives, and has less patience than the process assumes.
Most sales methods were built for the first world and are still being taught in the second.
That gap is the whole subject.
What we teach
Selling from the buyer’s perspective. Not a script, not a stage gate — a way of working that starts from how the person on the other side actually makes a decision.
The method is called Selling is Helping, and it comes down to one shift: stop gathering pain points to position a solution, and start being useful early enough to matter.
Buyers notice the difference immediately. That is the advantage.
The workshop
A no-cost 90-minute workshop, once a month, for sales leaders.
It is an overview of the method and a working discussion with other leaders about what is and is not landing in their teams right now. Small on purpose — up to 18 people, so it stays a conversation.
Sign up for the next workshop
Sign up and we will send you the date.
Ton Verleg
Ton spent 25 years in logistics, most recently running global sales at DHL, where he developed this approach and taught it region by region across the business.
Before logistics: pharmaceuticals, hospitality, recruitment, and barter trade. The range matters — the method was not derived from one industry’s habits.
He writes a LinkedIn newsletter, From the Buyer’s Perspective.
Read more about Ton →
Pete McChrystal
Pete spent more than 20 years building sales technology as founder and CEO of Accent Technologies.
His expertise is sales AI technology, and where it genuinely helps sellers versus just making the old motion faster.
At Buyer Perspective he works on supporting Selling is Helping with advanced AI tools sellers use every day.
The full programme
The workshop is the introduction. The complete Selling is Helping programme runs as 60+ micro-lessons across five levels, plus a separate track for sales managers, and there is a free trial for reps.
See the full programme →Sign up for the next workshop
Ninety minutes, no cost, up to 18 people. Sign up and we will send you the date.