Leadership / Unpopular opinions2 MIN READ
The best salespeople are often the worst employees.
Or maybe we've confused independent thinking with insubordination.
A DIFFERENT KIND OF SALES CONVERSATION
People
aren't pipelines.
Somewhere between the script and the close, we forgot there’s a person on the other end. Let’s talk about what actually makes people tick.
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THE POINT OF ALL THIS
Sales is about
people. It always was.
01 / THE ART OF NOTICING
Read the room.
Hesitation, tone, a long pause. The most important thing a buyer tells you might never be said outright.
02 / THE COURAGE TO QUESTION
Challenge the script.
Sometimes the playbook gets in the way of the conversation. Ask what everyone else is afraid to ask.
03 / THE WORK OF LEADERSHIP
Lead like a human.
Great teams don’t run on obedience. They run on trust, curiosity, accountability, and room to think.
FIELD NOTES & UNPOPULAR OPINIONS
Ideas that stick.
Part psychology. Part sales floor. Occasionally a little uncomfortable.
Buyer psychology / The hidden signal
Your borrower's tone might tell you more than their credit report.
2 MIN READ
Conversations / What they really mean
“I need to talk to my spouse” is not an objection.
2 MIN READ
SALES PSYCHOLOGY, IN REAL LIFE
Decode the moment.
What buyers say isn't always what they're feeling. Pick a familiar phrase and look for the human truth underneath.
WHAT MIGHT BE HAPPENING
This isn't automatically a no. It may be a shared decision.
Maybe their spouse is genuinely part of the decision. Maybe they want another perspective. Maybe something still feels unclear. Curiosity is more useful than a canned rebuttal.
TRY A HUMAN RESPONSE
“Of course. What would be most helpful for the two of you to talk through?”
OUR UNSCRIPTED MANIFESTO
The script
isn't the strategy.
The human is.
We believe great salespeople don't manufacture urgency. They uncover it. They don't win by talking louder. They get curious enough to hear what's actually going on. And the best leaders create thinkers, not just followers.
STAY
CURIOUS
✳
CURIOUS
✳
BEHIND THE THINKING
Built for the
unscripted
among us.
This is a home for the observations that don't fit into a corporate sales deck. The moments between the metrics. The questions worth asking twice. The funny, frustrating, fascinating psychology of trying to understand another person.
It started with real conversations in mortgage lending. But the human side of sales is bigger than any one industry.
TAKE IT INTO YOUR NEXT CONVERSATION
Better questions.
Less winging it.
Six starting points for real conversations. Use your own words. The point is curiosity, not another script.
When the buyer goes quiet
The silence is information. Give it room.
What part of this feels unresolved for you?
Ask once. Leave space for the answer.
When everything is about price
Find out what the comparison includes.
Besides price, what would make one option a better fit for you?
Let them define value before you explain yours.
When a decision keeps moving
Understand the missing piece.
What would need to be clearer before you could make a decision?
A moving deadline may be a clarity problem.
When your team challenges a process
Get curious before getting defensive.
What are you seeing with customers that our process is missing?
Ask for an example you can examine together.
When you need honest feedback
Make disagreement easier.
What is one thing I could do differently to make working with me easier?
Listen without explaining away the answer.
When someone says “not now”
Respect the answer. Clarify the next step.
Would you prefer I leave it here, or is there a better time to reconnect?
Give them a real choice, including no follow-up.