Sales Micro Learning

💡 Tip — Day 128

PEARL — a 5-step loop that keeps you composed when tension spikes 1. Pause: the instant you feel heat, stop talking mid-sentence if needed. Silence buys you control. 2. Exhale: one slow 4-count breath lowers cortisol and buys your brain oxygen. 3. Acknowledge: name the emotion in neutral words (“Sounds like you’re frustrated about the delay”). Labeling defuses it (see: Never Split the Difference). 4. Reframe: shift from blame to joint problem (“Let’s figure out how to hit the date without burning the team”). 5. Listen: give them 30 seconds of uninterrupted airtime—your curiosity signals respect and gathers data. 🎯 Try this today: In your next charged moment—email or meeting—run PEARL in order. Notice which step feels hardest; practice that one twice more before close of business.