Pocket Sized Pep Talks

The Sweet Science of Selling

Episode Summary

Selling often feels like a friendly conversation, until it doesn’t. The reality is, great selling shares surprising similarities with a professional boxing match: strategy, timing, probing, and knowing exactly when to apply pressure. The early jabs, the targeted punches, and staying focused on the problem all play a part in winning the decision. In this quick, five-minute Pocket Sized Pep Talk, I’ll explore why the best salespeople are change agents, not order takers, and how embracing a more strategic, assertive mindset helps customers make decisions they’re already struggling to make.

Episode Notes

In this Pocket Sized Pep Talk, you’ll learn:

• Why the early part of a sales conversation should feel like the “feeling out rounds.”
• How asking tougher, more direct questions creates productive discomfort.
• The real meaning behind “staying on the cut” when a customer reveals a challenge or pain point.

When you believe in your solution, applying pressure isn’t aggressive — it’s responsible. Your role is to help customers confront challenges before they grow into crisis-level problems, and that requires timing, courage, and well-placed questions.