On this episode of Resilience Talk, Paul Spencer unpacks what he has been learning about the sales process through a newer business venture, and why the language your customer uses is often the difference between a yes and a "we already have that."

He works through the yes/no/maybe pipeline, how he's using AI to turn customer nuggets into sales assets, and what "sell before you can do" actually looks like in practice.

Connect with Paul

• Website: https://www.secondnature.solutions/
• Subscribe to the newsletter: https://www.secondnature.solutions/join
• LinkedIn: https://www.linkedin.com/in/paul-spencer-7252118/

Chapters
[00:00] Intro: A new business, a new sales reality
[00:35] FF&E vs. CapEx: Learning the language that shifted my pitch
[08:31] Same business, same costs, same buyer, just a different key
[10:18] Yes or no, never maybe: Why maybes drain the pipeline
[22:04] Turning customer nuggets into sales assets with Claude
[28:40] The S-curve and product-market fit: Why $1M doesn't sell like $20M
[37:21] Sell before you can do: Discovery-led selling and the OODA loop
[43:22] Predictable, consistent, improving: Closing thoughts