Description

In the final episode of the Sales Today mini-series, Fred Copestake and James Michael step back to answer a deceptively simple question:

Has selling really changed?

The answer is both yes - and no.

This closing conversation brings together the themes explored across the series and reframes selling not as persuasion or pressure, but as something far more human, thoughtful, and aligned with how buyers actually make decisions today.

In this episode, they explore:

• What has stayed the same in selling - and what has genuinely evolved
• Why selling has always been about understanding people and solving problems
• How modern tools and insights allow salespeople to do a better job than ever before
• Why sales processes must align with buying processes
• How buyers often progress far before sales teams ever get involved
• Why tenders and late-stage engagement are rarely the start of the buying journey
• A powerful redefinition of selling that reframes everything
• Why ethical, buyer-led selling creates fair exchanges of value

A simple definition of selling

When asked to define selling in one sentence, Fred's answer is refreshingly clear:

Selling is helping people buy.

Sales isn't about control or coercion.
It's about supporting people as they move through decisions — with or without you.

A powerful reframing

James shares a definition that brings the entire series together:

Selling is a series of considered conversations of mutual curiosity,
which ideally results in a fair exchange of value.

This reframing removes pressure, manipulation, and performance - and replaces them with clarity, intent, and balance.

Key insight

Selling hasn't fundamentally changed - but our ability to do it well has.

Today's best salespeople:

• Respect the buyer's journey
• Engage earlier with insight
• Align sales processes to buying behaviour
• Focus on value, not tactics

When sales is done properly, it doesn't feel like selling at all.

About the guests

Fred Copestake
Founder of Brindis and author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling. Fred has spent over 25 years working with sales teams across 38 countries, helping them move from personality-led selling to structured, collaborative approaches.

James Michael
Founder of Justified Talent, James uses behavioural psychology and psychometric assessment to identify what truly predicts success in modern B2B sales. His work challenges outdated assumptions about personality, performance, and selling capability.

Connect with James

·         LinkedIn: James Michael (Australia)   https://www.linkedin.com/in/smesalesrecruiter/

·         Website: www.justifiedtalent.com

The end of the Sales Today mini-series

This episode concludes the five-part Sales Today mini-series, exploring how selling must evolve - not by abandoning its foundations, but by returning to them with greater clarity, ethics, and intent.

If you're new to the series, Episodes 1–4 are available now.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube:  https://youtu.be/VrRNMcmR5aM

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

• Take the Collaborative Selling Scorecard – free
  Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/