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This month, we’re exploring how to BEING Brave in sales—by meeting objections with curiosity, presence, and compassion. This week, we’re talking about: BE Brave – and informative. What options will satisfy them?

This is where it gets tricky.

This is not the time to unload everything you know about the product or service in an attempt to overcome their concern. It’s not the time to drown them in data, hoping to prove their concern wrong—no matter how well-intentioned that might be.

This is the…

The person in front of you is a person—before they are a client or a customer.

This month, we're exploring what it means to BEING Brave in sales—leaning into resistance with curiosity, presence, and compassion. This week, we’re talking about: BE Brave – and present. Why is this a challenge for them?

When they raise an objection, something has them stuck. They're hesitating, unsure. Why?

Are they afraid of making the wrong decision?
Do they feel like they haven’t done enough research?
Are they c…

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…

Sales management doesn’t need more action. It needs the right actions—taken consistently.

I recently shared some thoughts with the Home Furnishings Association about what makes sales teams truly effective—and it goes far beyond just hitting the numbers.

From setting clear goals to coaching in real time, building structure, and leading by example… these are the strategies that drive both profitability and performance.

If you’re leading a team (or supporting someone who is), I hope this article…

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…

BE Succinct  For sales professionals everywhere.

In our ongoing series on BEING Succinct, we've emphasized the importance of clear and concise communication in sales interactions. A crucial aspect of this approach is understanding where your prospect stands in their decision-making process. This awareness allows you to tailor your communication effectively, providing the appropriate amount of information to guide them toward a confident purchasing decision.

Consider:

• How long have they be…

BE Succinct 
For sales professionals everywhere.

Pain points are different from the problem that they are looking to solve, and they might be similar to their priorities. Pain points are about the buyer and how they make decisions. Pain points answer the ‘why now?’ question. What is happening in their lives right now that has them engaged in this process? How much does that pain point impact the quality of their lives? 

Satisfying their pain point should be part of your solution. This might be …

Reflections from the March Sales BE Series 

There’s something powerful about a salesperson who leads with curiosity.

In our March session of The Sales BE Series, we brought that power front and center—reminding us that sales is not about clever persuasion or high-pressure tactics. It’s about connection. And connection starts with asking great questions.

This month’s theme? Being inquisitive and knowledgeable. And the message was clear: when you understand what truly matters to your clients, e…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive
This weeks focus: BE persistent - WHEN they don’t respond, what will you do?
For sales professionals everywhere.

Persistence is one of the most powerful tools in sales—but it’s also one of the most misunderstood. The fine line between being persistent and being pushy can make or break a deal.

Here’s the truth: successful sales professionals stay the course. They know when to push, when to pause, and when to pivot.…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive
This weeks focus: BE Tactful – HOW are you going to ask?
For sales professionals everywhere.

Beth,

Some salespeople hesitate to ask the critical questions that guide a sale because they fear sounding intrusive or offensive. But here’s the truth: asking the right questions—tactfully—builds trust, uncovers needs, and moves the conversation forward.

The key is how you ask.

Start Broad, Then Narrow In

Ease into the…