What if selling wasn't about speed… but about timing?

In this episode, Fred is joined by Mark Kempf, author of Unfurl Your Sales, to explore a different approach to selling -one that is gradual, progressive, and deeply personalised.

From slowing down to speed up… to building relationships that last decades, this conversation challenges the pressure to rush and reframes what effective selling really looks like.

Key Takeaways

Slow down to speed up in sales
Focus on quality over quantity
Personalisation is about the conversation - not just research
Confidence comes from competence and preparation
Stop forcing urgency - align with the buyer's timing
The goal isn't a sale… it's a long-term client

The Big Shift

Sales doesn't need to be rushed.

The best sellers move with intention, not pressure.

About Mark Kempf

Mark Kempf is the author of Unfurl Your Sales, bringing decades of experience in relationship-led, long-term selling.

📘 Unfurl Your Sales - https://amzn.eu/d/0hPZfBXL 👉 https://www.unfurlyoursales.com

🔗 LinkedIn: Mark Kempf

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

Watch this episode on YouTube: https://youtu.be/v4hBh8Kk6ms

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/

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Why Slowing Down Is the Fastest Way to Win Sales