Dearest Reader,

Most people think they’re great at sales.
In reality, a lot of us are just very effective order takers.

That’s not shade...sealing the deal with someone already 90% convinced still takes skill. And that 90% didn’t show up by accident: smart branding, positioning, messaging, and reputation set the table.

But true selling starts where the easy part ends.

You can sit down with a prospect who’s basically ready to buy and still blow it if you:

• Talk more than you listen
• Skip prep because you assume it’s “in the bag”
• Confuse small talk with rapport
• Ask the wrong questions (or none at all)
• Lose curiosity
• Leave without a clear post-call plan

I know because I’ve tanked every one of these at some point.

One thing that keeps me, and my clients, sharp is debriefing calls, especially the ones that don’t go the way we hoped. Honest reflection beats autopilot every time. Here are a few prompts I lean on when I catch myself (or someone else) slipping into delivery mode too soon:

• When you started explaining or advising, what signals did you miss that the buyer wasn’t ready yet?
• If sales is about safety, how could you have slowed down and let them feel truly seen before sharing your perspective?
• Imagine you’d kept the stages separate: sell (connect, listen, validate), then deliver (teach, advise, coach). How would that have shifted the conversation?
• When something they said—or didn’t say—triggered you, what other route could you have taken? (Maybe exploring what is there instead of focusing on what’s not.)
• Where did you genuinely light up in the call? How can you bring more of that spark next time?

Reflection isn’t about beating yourself up. It’s about respecting the craft—showing up with curiosity, discipline, and care instead of relying on “easy wins.”

Next time you’re talking with someone who seems 90% sold, give that call the same focus you’d bring to a high-stakes pitch. Curiosity + structure will outplay overconfidence every time.

Until next time, happy selling!

Talica

P.S. Wanna know the fastest way to make sales easier? Build a brand people actually want to buy from.

That’s why I’m supporting Annabelle King this fall for her LIVE Personal Brand Strategy course. She’ll help you stop hiding behind “random posts” and start showing up with a brand that does half the selling for you.

If you’re tired of white-knuckling every pitch, come build a brand that softens the ground before you even open your mouth. Details are right here — mention my name for $100 off.