Great sales don’t begin with a pitch — they begin with understanding the customer.

In Episode 15, Glenn Sharp wraps up his three-part sales training series by connecting the dots between emotional intelligence, body language, pain points, and value creation. Whether you’re in sales, leadership, or business development, this episode focuses on how to sell in a way that actually helps people — and produces better results.

Glenn revisits key concepts from earlier episodes, including how to read customers, identify discomfort, and understand what truly motivates buying decisions. He introduces the idea of the Strike Zone — the place where a customer’s needs and your product or service intersect — and explains why missing that zone means missing the sale.

You’ll also learn:

• Why you’re always selling, even outside of traditional sales roles

• How to uncover pain points by asking better, deeper questions

• The concept of priming and how early conversations shape decisions

• When upselling and cross-selling add real value — and when they don’t

• What Sales Above Replacement really means, and why great salespeople create opportunities that wouldn’t exist otherwise

Glenn closes by reinforcing the importance of preparation, practice, and feedback — and previews what’s coming next, including Episode 16 and the Employee Planning Worksheet.

Learn more at https://readnowwhat.com/
Get the book Now What? on Amazon:
https://www.amazon.com/Now-What-Promoted-Individual-Contributor/dp/B0FJZRX3TM/

In this episode, Glenn Sharp explores how body language reveals what people are really thinking, especially when they’re uncomfortable, hesitant, or not being fully honest.

Glenn explains why as much as 85% of communication is nonverbal and why leaders and sales professionals must learn to read behavior—not just words. From coaching conversations to sales meetings, understanding body language helps you respond more effectively in real time.

You’ll learn the core rules for accurately reading body language:

• Why gestures must be read in clusters, not isolation

• How to look for congruence between what someone says and how they act

• Why context always matters

Glenn walks through classic examples of discomfort, including crossed arms and legs, and explains why the most reliable signs of discomfort or deception are automatic gestures people can’t easily control. He breaks down common signals like covering the mouth, nose touching or itching, eye rubbing, neck scratching, collar pulling, and fingers in the mouth.

The episode also covers additional indicators such as increased blinking, slowed speech, and self-soothing behaviors known as adaptors. Glenn ties these insights directly to sales training, showing how reading a prospective client’s body language can help you adjust your approach, build trust, and move conversations forward.

This episode is especially valuable for managers, sales professionals, and leaders who want to better understand what’s happening beneath the surface—and communicate more effectively as a result.

Learn more at readnowwhat.com
Get the book Now What? on Amazon:
https://www.amazon.com/Now-What-Promoted-Individual-Contributor/dp/B0FJZRX3TM/

Most salespeople have never been formally trained — yet they’re expected to persuade, influence, and close deals with every type of customer. In this episode, Glenn Sharp breaks down a practical sales training framework that helps sales managers and sales professionals understand how different people make buying decisions.

Glenn explains why many untrained salespeople still succeed: they often rank high in emotional intelligence (EQ). Great sales isn’t about scripts or pressure — it’s about knowing how to communicate in a way that resonates with the person in front of you.

You’ll learn the four buyer styles and how to sell to each one effectively:

• Controlling (Dominant / Formal): Bottom-line focused and decisive. Learn why getting straight to the point matters.

• Supporting (Easy Going / Informal): Relationship-driven and people-focused. Learn how to paint a picture that includes others.

• Analyzing (Formal / Easy Going): Detail-oriented and cautious. Learn how data, logic, and preparation win trust.

• Promoting (Dominant / Informal): Visionary and excitement-driven. Learn how to create enthusiasm and momentum.

Glenn brings the framework to life with real-world examples, including selling a $15,000 curved TV and a kitchen remodel, showing how the same product requires a completely different approach depending on who you’re speaking with.

This episode is especially valuable for sales managers, business owners, and anyone responsible for influencing decisions. It’s a reminder that EQ is what gets people to say yes — and knowing how to speak their language makes all the difference.

Learn more at readnowwhat.com
Get the book Now What? on Amazon: https://www.amazon.com/Now-What-Promoted-Individual-Contributor/dp/B0FJZRX3TM/

In this episode, Glenn Sharp breaks down how to run a performance appraisal the right way — with clarity, fairness, and a focus on development instead of surprises. A great appraisal isn’t about checking boxes or handing out ratings; it’s about helping employees grow.

Glenn explains how to guide the conversation by asking employees what went well and what could have gone better, allowing them to take the lead. He introduces the Rule of 3s to keep feedback balanced and manageable: three strengths and three developmental opportunities for each section of the review.

He also addresses one of the toughest questions managers hear: “Why should I work hard if my colleague doesn’t, but we get the same raise?” Glenn shows how to reframe this into a discussion about long-term growth, opportunity, and performance differentiation.

From using the Birthday Cake Method to setting the right tone, offering development paths, and making the appraisal a meaningful experience, this episode gives managers practical tools to turn performance reviews into powerful leadership moments.

Learn more at readnowwhat.com
Get the book Now What? on Amazon: https://www.amazon.com/Now-What-Promoted-Individual-Contributor/dp/B0FJZRX3TM/

In this Thanksgiving-week episode, Glenn Sharp explores one of the most important — and often overlooked — responsibilities of every leader: recognition.

Drawing from his coaching work, leadership experience, and the lessons inside Now What?, Glenn explains why praise is more than a “nice-to-have.” It’s a core driver of morale, performance, and retention. Research from The Carrot Principle shows that recognition directly impacts turnover, operating margins, and employee engagement — yet most people say they rarely receive it.

Glenn uses real stories from the field to show the difference between a good manager and a great one. From manufacturing floors to corporate offices, the message is the same: employees want respect, acknowledgment, and authentic appreciation. And leaders who take the time to do the small things — the things not listed on any job description — end up building stronger, more loyal, and higher-performing teams.

He shares examples of meaningful praise, explains why generic rewards often fall flat, and highlights simple actions leaders can take to make recognition part of everyday leadership. A handwritten note, a sincere “thank you,” or a personalized gesture can have more impact than any corporate incentive.

This episode is a reminder to slow down, look your people in the eye, and show them they matter — especially during a season of gratitude.

Learn more at readnowwhat.com or subscribe on YouTube at the Now What? Podcast Feed.

Public speaking is one of the most common fears for new and experienced managers — but it’s also one of the most valuable leadership skills you can develop.

In Episode 9, Glenn Sharp shares six practical tips to improve your presentation skills, drawn from decades of training thousands of leaders and from the lessons inside his book Now What?. Whether you're preparing for a company summit, leading a meeting, or presenting to senior leadership, this episode gives you tools you can apply immediately.

Glenn covers topics including:

• Nervousness and confidence — why everyone gets butterflies, and how to “organize your butterflies” by connecting with your audience before you begin.

• Preparation — why most presentations are won or lost before you ever start speaking.

• Authenticity over perfection — how being real, relatable, and slightly imperfect makes you more effective.

• Running the room — taking charge, setting expectations, and respecting your audience’s time.

• Using visuals effectively — why pictures and simple slides dramatically improve retention.

• Providing context — connecting your message to what your audience sees and experiences every day.

Along the way, Glenn shares stories from real workshops, leadership trainings, and even the nerves behind his own early presentations. These insights give listeners a simple, actionable framework for becoming more confident and impactful when speaking in front of others.

Learn more at readnowwhat.com or subscribe on YouTube at the Now What? Podcast Feed.

Every manager faces tough conversations — the kind that test your ability to balance accountability and empathy. In this episode, Glenn Sharp shares a practical, step-by-step process for conducting an effective employee counseling session that promotes clarity, growth, and trust.

Glenn outlines the five key steps every leader should follow:

1. Set a positive climate in a private location – Start with encouragement before discussing the issue.

2. Give a specific and detailed reason for the session – Be clear, factual, and let silence open the door for response.

3. Listen to the employee’s feedback – Understand their side and look for root causes.

4. Form an action plan – Define what improvement looks like and provide tools for success.

5. End on a positive note – Reaffirm your confidence in their ability to improve.

He also discusses the room setup — including why the employee should sit closest to the exit and how having a neutral observer helps maintain fairness.

Finally, Glenn covers how to handle corrective action the right way:

• Set clear expectations and timelines.

• Put agreements in writing.

• Follow up and document progress.

When done properly, a counseling session doesn’t punish — it develops. It protects both the employee and the culture you’ve built.

Learn more at readnowwhat.com or subscribe on YouTube: Now What? Podcast Feed.

Spotify Description

In this episode of the Now What? Podcast, Glenn Sharp explores one of the most important yet overlooked leadership skills — communicating effectively with your boss.

Every manager encounters a moment when their boss steps in to make a decision or take control of a situation. How you handle that conversation determines whether you earn trust or create frustration.

Glenn introduces the Birthday Cake Method, a practical framework for “communicating up” the chain of command. The principle is simple: don’t go after the candle first. Build the conversation layer by layer—start with the foundation of trust and understanding before reaching the top.

Through real stories and examples, Glenn demonstrates how this approach can transform workplace dynamics:

• The Boss Conversation – How to ask clear, respectful questions that give you space to lead:“Do you trust me?”“Do you agree I know my employees best?”“Can you please let me make the decision?”

• The Bartender Story – Why empathy and emotional connection are often more powerful than authority.

• The CEO Conversation – How to gain executive buy-in by asking questions that uncover the real problem:“Do you have a turnover problem?”“What are the costs?”“What if I could get turnover below ten percent?”

This episode helps leaders at every level communicate upward with clarity, confidence, and credibility—turning difficult conversations into opportunities for partnership and progress.

Learn more at ⁠readnowwhat.com⁠ or subscribe on YouTube: ⁠Now What? Podcast Feed⁠.

In this episode of the Now What? Podcast, Glenn Sharp reminds managers of a simple truth: you don’t have to do everything on your own.

Through the lens of the Situational Leadership (SLII) Model, Glenn explains how effective leaders adjust their management style based on the developmental level of each employee. Every team member is at a different stage — and great managers know how to meet them where they are.

The Four Developmental Levels:

• D1: Low competence, high commitment — an eager new hire who needs direction and structure.

• D2: Some competence, low commitment — learning the ropes but losing confidence.

• D3: Moderate to high competence, variable commitment — capable but still needs support and motivation.

• D4: High competence, high commitment — the dependable expert who thrives on autonomy.

Glenn challenges leaders to think differently about where they invest their time. Most managers focus on D1s and D2s, trying to fix problems or build confidence. But what if you spent more time developing your high performers (D3s and D4s) — the people driving most of your results?

By coaching, empowering, and delegating to your strongest team members, you create a culture of accountability and growth. The best leaders know how to balance development and delegation — and lead every employee where they are.

Learn more at readnowwhat.com or subscribe on YouTube: Now What? Podcast Feed.

In this episode of the Now What? Podcast, Glenn Sharp takes on one of the most important—and most overlooked—responsibilities of leadership: building and protecting team culture.

Culture isn’t something created by a company handbook. It’s defined at the micro level, by the manager. Every day, leaders shape how their teams feel, act, and perform.

Glenn shares two unforgettable stories that show the difference a manager makes. One Speedway store felt lifeless—like something had died inside it. Another, nicknamed “the party store,” was full of energy, positivity, and higher sales. The difference was leadership.

He asks the question every manager should reflect on: Would you want to work for you?

Through this conversation, Glenn covers:

• How complacency quietly destroys team culture—and why the enemy of culture is mediocrity.

• How to find and celebrate bright spots—your best performers—and enlist their help in setting the tone.

• The role of peer pressure as a powerful motivator for accountability and performance.

• How to handle culture resistance—when one person refuses to get on board, protecting the team sometimes means letting them go.

• Why ignoring poor performance sends the message that “average is acceptable.”

If you’re ready to build a culture where people thrive, hold each other accountable, and never settle for good enough, this episode will challenge and equip you to lead that change.

Learn more at ⁠readnowwhat.com⁠