Most sales conversations create the hesitation they were designed to overcome. This workshop shows founders why, and what to do about it.

When Do People Buy? What's Really Happening When a Buyer Says They'll Think About It

You've had conversations that felt like they were heading somewhere. Your prospective buyer seemed engaged. The fit seemed right and then... nothing. No clear reason, it just stopped.

This is not a pricing problem or a product problem; it is almost always a process problem. The way most sales conversations are structured creates the very hesitation they were designed to overcome. Buyers arrive carrying Fear, Uncertainty and Doubt before you have said a single word. And most sales processes, built around internal logic rather than the buyer's experience, make all three worse.

This workshop shows you what is actually happening on the buyer's side of your sales conversations, and what changes when you design your process around how buyers actually think and make decisions.

What you will take away

Not a script nor a set of closing techniques, rather an understanding of why buyers hesitate - grounded in neuroscience and behavioural research - and a practical framework you can apply to your own sales conversations immediately.

You will leave knowing why your current process may be creating hesitation you are not aware of. You will understand what genuine mutual qualification looks like, so both parties arrive at clarity about whether there is a real basis for working together. And you will have the PULSE+ framework, a research-grounded approach to sales conversations that starts with the buyer's experience rather than your own internal logic, to take away and use.

From a previous attendee

"Gerry's workshop was so good, he will be sharing it with my team later in the year." — Angela Cooper, Director, GYEON UK

Who this is for

Founders and owner-managers of established businesses whose sales results depend too heavily on who is having the conversation, how the week is going, or whether the right prospect happens to find them. If your conversations should be converting more reliably given the quality of what you offer, this workshop will show you why they are not, and what a different approach looks like.

Details

Date: Thursday October 15th 2026

Time: 10:00 to 12:30

Location: Clockwise Edinburgh Leith, 84 Commercial Street, Leith, EH6 6LX

Light refreshments provided. Clockwise is also offering attendees a complimentary day pass to experience the space.

Description supplied by the event organiser.