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.

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

• Why focusing on worst-case scenarios is a pattern — not a personality trait.
• How logic and repetition can help you “rewire” your default thinking.
• A simple, powerful habit to focus on what you want, rather than what you fear.

When your mind jumps to the worst possible result, it creates stress without reward — but by redirecting the thought pattern, you can reduce anxiety, build confidence, and give yourself a far better chance of achieving the outcome you hoped for in the first place.

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

• How reversing a question keeps participants engaged and confident.
• How relaying a question builds collaboration and uncovers multiple insights.
• Why adding your “finishing touch” to a question preserves your credibility and expertise.

When you resist the urge to answer immediately and instead leverage the question, you create a richer discussion, and a more powerful learning experience for everyone in the room.