Sales Micro Learning

💡 Tip — Day 81

C.A.L.M. Loop — the 4-step reset when a conversation turns tense 1. Center: inhale 4, exhale 6, silently label your feeling (“frustrated”). Naming emotion lowers its grip (Kross, Ethan). 2. Acknowledge: voice their emotion in one line (“Sounds like this delay is stressing you”)—a “label” in Never Split the Difference that melts resistance. 3. Listen: give them 30 silent seconds after one prompt (“Tell me more about the impact”). No nodding at Slack, just ears. 4. Move: suggest a single concrete next step you can both live with (“Let’s list two fixes and pick by 3 p.m.”). 🎯 Try this today: When the next micro-friction flares (late spec, blunt email), run C.A.L.M.—watch the room cool and the path forward appear in under a minute.