“I help you learn to dig deep and discover the changes your ideal customer seeks.”
— Barbara Dawson
I seek to inspire change in people I have the honor to work with — the lives I touch.
Authentic Communication though the Sales Cycle
You may ask, “What is that?”
I teach those who are looking to improve their sales results to practice four primary skills:
1) Ask more questions! If you find yourself talking more than the person you are trying to sell to, stop! Think of the acronym: WAIT (Why Am I Talking).
2) As much as possible, make your questions “open-ended.” Those are questions that you cannot answer with a yes or a no.
3) When you get an answer, pause, reflect and re-create what your potential buyer said. If at all possible, connect with the emotion that they are answering with.
4) Ask another question for clarity, or to move the conversation forward — go three levels deep.
How do I do it?
I facilitate workshops, 1:1 coaching, and team building.
You’ll notice I don’t use the word “teach,” though that does happen. What I do is, engage you in contributing to building your knowledge.
You’ve probably heard some phrase like this:
- Tell me and I’ll forget.
- Show me and I’ll remember.
- Let me do it, and I’ll own it.
That is how I teach. I’ll start by modeling an effective behavior. Then I pair people up — whether in person or on a Zoom call (break-out rooms are great!). I have you practice the process!
People don’t learn new skills without a hands-on, experential learning approach.
Join me for my next FREE workshop.
See if we are a fit.
Authentic Communication Through the Sales Cycle -- The Fortune is in the Follow-up
Free - on Zoom
August 5, 2026
Noon to 1:30 Mountain Time
A recent workshop.
