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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…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive
This weeks focus: BE Knowledgeable – What Do You Need to Know?
For sales professionals everywhere.

The most successful salespeople aren’t the ones who know everything about their products—they’re the ones who know the right things about their customers.

Sure, product knowledge is important. But understanding your customer? That’s where real sales success lives. Floyd Wickman said it best: “What’s in the mind of yo…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive – How Interested Are You in Truly Understanding Your Customer?
For sales professionals everywhere.

It starts with you.

The most powerful sales conversations aren’t the ones where you do all the talking—they’re the ones where you ask the right questions and truly listen to the answers.

But here’s the thing: great questions will fall flat if they’re not sincerely asked.
Your curiosity, your genuine desire to unders…

For sales professionals everywhere

Being scheduled takes organization and structure to the next level. It’s about more than just having a to-do list—it’s about placing actions in time where they need to happen for both you and your clients.

When you schedule appointments, you create commitment, clarity, and momentum. You take control of the process instead of leaving follow-ups and next steps to chance. Appointments are an agreement between you and your client—a commitment to progress.

Why Sc…

For sales professionals everywhere

Being structured is about setting up systems that support action—so that what needs to happen actually happens. Structure isn’t limiting; it’s a foundation for success.

Think of a bridge—it provides support, stability, and a clear path forward. A calendar does the same for your time. A checklist keeps you on track. Without structure, even the best intentions can fall apart.

Why Structure is Essential

Some people resist structure because they associate it wi…