Even after you’ve become more self-aware and spotted your pattern, there remains a bit of a problem that keeps you from ascending the Summit. The problem isn’t’ the thought. The problem is what you do next. Simple. (she said…) Pause your reaction. Just long enough to interrupt the pattern and allow yourself to “shift.” You […]
The Summit Framework: Pause the Reaction Read More »
The Summit Framework™ isn’t about changing your personality or memorizing scripts. It’s about learning to lead yourself in the moments that matter most. Let’s talk about the first step in climbing to the Summit… Self-defeating moments follow a pattern… You hesitate. You catch yourself breathing differently and the words are not flowing. You’re unsure what
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Self defeating thinking appears in predictable situations. Examples: rejection tough conversations pricing discussions stalled deals Here is a quick exercise to examine your top 3 self-defeating triggers… Take a piece of paper and write down your top 3, now. Consider when hesitation, for you, appears most often…and start writing. When you’re finished, walk away and
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Most sales professionals already know what to do. They’ve been trained on discovery, objection handling, closing. And yet—deals still stall, conversations lose momentum, and opportunities slip. Not because of a lack of skill, but because of what happens in a split second under pressure. The hesitation before asking the hard question. The instinct to play
The Summit Framework: Master the Moment Before It Costs You the Sale Read More »
