ExceedSales
When you can organize your thoughts, listen intently, stay curious, and properly present information back to clients
Especially when they don’t seem convinced, when they are pushing back.
It works wonders. It’s not always about winning the argument, or responding with more information
It’s a dance, which requires a lot of adjusting, gathering context and showing different perspectives so the client sees things differently
The more you can practice these skills, the more successful outcomes you’ll get.
03/31/2026
I went to my dad’s house last night to spend the night. When I woke up, he was still at his desk. It was 2am. Tax returns open on his screen.
He’s Completely locked in. And he seemed like he was still behind.
The image stuck with me.
Today I was coaching a member of our accounting community, and at the end of our call I ask, “What are your main priorities for the next 30 days?”
The answer in a nutshell was “survive the next two weeks.”
Every year, the professionals I work with in the tax and accounting space go through the exact same thing. No matter how much they prepare, the busy season has a way of creeping up and making everything feel like it’s on the verge of falling apart.
The hours get longer. Personal plans get cancelled. Weekends disappear. Mental and physical health start taking a back seat. And work-life balance stops being balanced at all.
I’m not the one doing the returns. But I’m in the industry. I have family members in it. I have colleagues in it. And I feel the pressure they carry, maybe not on my shoulders, but close enough to know how heavy it gets.
Chaos has a way of showing up no matter how prepared you are. That’s not a planning problem. That’s just the nature of the season.
But I figured it was time to stop just acknowledging how hard it is and actually look at how we can reframe the way we navigate it.
I put together a framework for exactly this. It’s called the CALM Framework.
Four steps built for the moments when everything feels like too much and you still have to show up.
Swipe through the carousel. 👇
If this speaks to where you are right now, share it or tag someone who would benefit from seeing this.
I didn’t grow up confident. I grew up confused.
New country. New language. Constant misunderstandings.
What felt like jokes to others felt like attacks to me… and I didn’t have the tools to handle it.
So I reacted the only way I knew how — with anger.
It wasn’t until one moment… one fight… one conversation with my brother…
that everything shifted.
That changed my life.
Most people don’t need more information — they need a new perspective.
If you’ve ever felt misunderstood, frustrated, or triggered by how people treat you… this story is for you.
Watch the full video on YouTube — link in bio.
Blair Enns, who is a renowned author of the book "Win Without Pitching" and the other book "The Four Conversations", has written before on the power of metaphors.
One of the examples of metaphors he uses for selling is that buying is like changing; therefore, selling is change management.
If we believe that the buying journey is similar to the journey we take when we're looking to approach change, then the service of being an expert for that buyer is to help them navigate through that change.
There are huge roles that take place, especially in the emotions that appear inside the sale.
Full video can be found on YouTube. Click on the link in bio to watch the entire conversation.
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