Closing

This is the third installment in the goal setting theme. In the first two installments, we calculated the minimum written number (basement) and then added to that for the actual goal number.

These numbers might seem high at first glance—especially if they are beyond your current level of performance.

Goals are achieved by actions taken, rather than reactions to a specific number.

The activity level required to achieve your goal needs to be in alignment with the goal. For instance, the activit…

This is the fourth post in our December series on Being Proactive — please catch up on the earlier installments if you missed them. Each one builds on the last.

In the spirit of being proactive — and in the spirit of the holidays — let’s take a look at setting goals for the new year, and a simple process to do that well.

Start by evaluating this year.
This is the fourth post on Being Proactive… please catch up on the previous posts you may have missed.

In the spirit of being proactive — and es…

Every month, I look forward to gathering for the Sales BE Series. These sessions always ground me, and our November conversation on gratitude did exactly that. What began as a seasonal topic quickly opened into a deeper discussion about presence, appreciation, team culture, and the small habits that shape our daily work.

I started by admitting that my own gratitude practice had slipped this year. I wasn’t as present or patient as usual, and I could feel it. At a friend’s suggestion, I picked up…

This month’s theme is Being Committed, and we’re exploring how to Secure the Sale or Schedule the Next Step.

That means confidently leading each interaction toward a clear outcome—despite the twists, turns, and roadblocks that sometimes get in the way.

This week’s focus is: Being committed despite setbacks.

While we can anticipate possible obstructions, we can’t predict them all.
We can’t control the circumstances, or the weather, or other people.
Setbacks are part of the game.

Adversity ca…

This month’s theme is Being Committed, and our focus is on how to Secure the Sale or Schedule the Next Step.

This is the step where all your earlier efforts come together. It’s the culmination of the entire sales process—and it depends on your ability to confidently lead each conversation toward a clear result.

This week, we're looking at: Being committed to producing an outcome.

Achieving an intended outcome begins with exactly that—intention.
Start with the end in mind and direct your action…

This month, our theme is Being Committed—and we’re exploring how to Secure the Sale or Schedule the Next Step.

This is the step where results are realized. It’s the moment where all the effort and intention of the sales process comes together to create a clear next move—whether that’s a sale or a scheduled follow-up. It's about leading every interaction with purpose and confidence.

This week, we're focusing on: Being committed to the outcome versus attached to the outcome.

There’s a big diffe…

This month, we're diving into the theme of Being Committed—specifically how to Secure the Sale or Schedule the Next Step.

It’s all about gaining commitment from customers by confidently leading every interaction to a clear outcome. This step is where the results of the sales process and interaction occur. It’s the culmination of all previous actions—bringing everything together to drive the sales conversation toward a sale… or at the very least, an appointment.

This week, we’re focusing on: Be…

This month, we’re exploring what it means to BE Brave in sales—showing up with curiosity, presence, clarity, and compassion. This week, we’re talking about: BE Brave – and committed. Can we finish now?

Some sales training programs define objections as buying signals—because objections reveal interest. If that’s true, then overcoming an objection should naturally lead to the next step: asking for the order.

But here’s where many sales fall apart.

Either the objection isn’t fully resolved, or t…

This month’s theme is BEING Brave—and each week, we’ll explore a different way to apply that courage in your sales conversations.

This week? BE Brave – and inquisitive. What is the real objection?

Too often, when we hear an objection, we rush to make it go away. We jump in with explanations, defenses, even discounts—before we understand what the objection actually means.

Take “It’s too expensive,” for example. Do you know what they’re really saying?

• Too expensive compared to what?
• Too exp…

As a rule, it’s better to err on the side of telling less. Too much detail and too many options confuse the decision-making—and the buyer.

Instead, ask: “What would you like me to tell you?”
Then… just talk about that.

You can always follow up with, “Would you like to know anything else?” And if they say no, go ahead and ask for the order.

Tell just enough.

Here’s a question worth remembering:

W hy

A  m

I

T  alking?

If you’re wondering that, chances are… you’re talking too much. And prob…