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/