How to Think Better Under Pressure: Critical Thinking for Sales Success

Описание: 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that underpin effective critical thinking, with a particular focus on courage as the foundation for challenging outdated beliefs and making better decisions.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:   / 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:   / yoursalesco