Sell Like You

Learn how critical thinking transforms your sales approach, from handling objections to making high-stakes decisions under pressure. Harriet sits down with critical thinking expert Bethan to explore why courage matters more than confidence, how cognitive biases influence buyer behaviour, and the one pause that can save you from costly mistakes. Practical strategies for UK and Australian sales professionals navigating complex deals, price negotiations, and leadership challenges. What You'll Learn How to apply the "pause" technique when feeling pressured to close deals or make rushed decisions Why courage is more critical than confidence in sales conversations (and the crucial difference between the two) Use the "Is it true? Is it logical? Is it relevant?" framework to challenge your own internal stories about cold calling, rejection, and failure How anchoring bias works in pricing negotiations and why buyers expect to "win" discounts Discover the halo effect and how your first impression creates assumptions about your credibility and expertise 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. About the Guest Bethan is a critical thinking expert, author, and consultant who specialises in helping professionals develop metacognitive skills—thinking about how we think. With extensive experience in education and organisational development, she's worked internationally helping teams apply critical thinking frameworks to decision-making, leadership challenges, and high-pressure situations. Her recent book explores the skills, knowledge, and attitudes that underpin effective critical thinking, with a particular focus on courage as the foundation for challenging outdated beliefs and making better decisions. Connect with Harriet LinkedIn: https://www.linkedin.com/in/harriet-mellor Website: https://www.yoursalesco.com Resources & Links Mentioned Brené Brown – Research on courage and vulnerability The Power of Vulnerability (TED Talk) Brené Brown: The Call to Courage (Netflix) Daniel Kahneman – Thinking, Fast and Slow Book on Goodreads System 1 and System 2 thinking (Nobel Prize-winning research on decision-making) Adam Grant – Think Again Official Book Page Rethinking beliefs and avoiding preacher/lawyer mindsets Sir Ken Robinson – "Do Schools Kill Creativity?" TED Talk Watch on TED Cognitive Biases Discussed: Anchoring bias (pricing strategies) Sunk cost fallacy and status quo bias Halo effect (first impressions) Confirmation bias Logical fallacies (ad populum, appeal to authority, appeal to tradition) 78 Cognitive Bias Examples (2026) WYSIATI Concept – "What You See Is All There Is" WYSIATI Explained (Limiting our view of possibilities) More from Sell Like You Listen to top episodes: https://www.yoursalesco.com/podcast Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco