Simon Squibb

Simon Squibb has worked in sales for over 30 years and reports having sold to every Fortune 500 company at least once, mostly in deals in the tens of millions. His ten-step process covers thinking like a salesperson, closing, and the part most material skips — repeat business and referrals.

His strongest position is about method rather than technique. He argues against NLP-style manipulation and the pricing tricks used to make a number feel smaller than it is, on the grounds that these are attempts to trick a buyer rather than convince one, and he treats honesty as the tactic rather than the disclaimer.

He also flattens the distinction between marketing and sales, arguing they are the same activity under different names, and that patience, perseverance and focus are prerequisites rather than platitudes.