You think you don't know how to sell? Let me prove you wrong right now.
This week—maybe even today—you influenced someone.
You got them to do something, think differently, or make a decision.
That was sales. You just didn't call it that.
Look at these scenarios. I guarantee you've done at least 3-5 of them in the last week. Every single one is a sales moment.
1. You Convinced Your Kid to Eat Vegetables
What you did:
You didn't just demand they eat it. You made it appealing. Maybe you said, "If you eat three bites, you can have dessert." Maybe you explained why it's good for them. Maybe you made it fun by turning it into a game.
Why that's sales:
You identified their resistance (they don't want vegetables), positioned the value (you get dessert / you'll be strong like your favorite character), and closed the deal (they ate it). That's objection handling, value positioning, and closing.
2. You Negotiated Your Internet Bill Down
What you did:
You called customer service. You explained you were considering switching providers. You asked if there were any promotions or discounts available. You stayed calm and persistent until they offered you a better rate.
Why that's sales:
You created urgency (I'm considering leaving), asked for concessions, and negotiated a better deal. That's the exact same skill you use when negotiating contracts in B2B sales.
3. You Recommended a Restaurant and Your Friend Actually Went
What you did:
You didn't just say "it's good." You told them a story. "We went there last week and the service was amazing. We didn't wait long, the food was incredible, and it wasn't even that expensive. You'd love it."
Why that's sales:
You identified what they care about (good food, reasonable price, quick service), told a story that made it relatable, and made a recommendation they trusted enough to act on. That's storytelling, value positioning, and referral-based selling.
4. You Talked Your Partner Into a Purchase
What you did:
Maybe it was a new couch, a vacation, or an expense you knew they'd hesitate on. You explained why it made sense. You showed them the value. You addressed their concerns ("Yes, it's more expensive, but it'll last 10 years"). You made them feel confident in the decision.
Why that's sales:
You overcame objections (cost, timing, necessity), positioned ROI (long-term value), and helped them feel good about saying yes. That's exactly what happens in a sales conversation.
5. You Helped a Friend Make a Big Decision
What you did:
Your friend was torn between two options (jobs, apartments, relationships, whatever). You didn't tell them what to do. You asked questions: "What matters most to you? Which one feels right? What's the worst that could happen?" You helped them think it through.
Why that's sales:
You used discovery questions to help them clarify what they actually wanted, then guided them to their own decision. That's consultative selling—helping someone see the right solution without forcing it.
More Sales Moments You've Had This Week:
You convinced your kid to do their homework → Overcame resistance, created urgency, positioned the benefit
You got your boss to approve something → Built a business case, addressed concerns, closed the ask
You picked a birthday party venue → Asked discovery questions, compared options, negotiated price
You returned something and got your money back → Made your case, handled objections, got the outcome you wanted
You convinced someone to watch a show you love → Positioned the value, addressed skepticism, made the ask
Think about 2-3 of the examples above that you've actually done. For each one, ask yourself:
1. What did they need to hear to say yes?
Did you appeal to logic? Emotion? Did you solve a problem for them? What was the key thing that made them decide?
2. How did you make them feel?
Safe? Excited? Understood? Like it was their idea? Like you genuinely cared about helping them?
3. What objection did you overcome?
Cost? Time? Fear? Skepticism? Indecision? Every sale has at least one objection. What was theirs, and how did you handle it?
4. Why did it work?
Did you listen first? Did you make it relatable? Did you show you understood them? Did you make it easy to say yes?
Every Single One of Those Moments?
That was a sale.
You identified a need (even if they didn't say it out loud), you positioned a solution, you handled an objection, and you closed.
You've been doing this your whole life. You just didn't know it had a name—and that people get paid extremely well to do it professionally.
This isn't about learning how to sell. It's about recognizing that you already know how—and learning how to do it intentionally, strategically, and in a way that pays you what you're worth.
Before you move on:
Write down 2-3 sales moments you've had this week. Actual, specific examples from your life.
Because the next time you doubt yourself, I want you to remember: You've been doing this successfully for years. You're not starting from zero.
Ready to wrap up Week 1? Let's reflect on what just shifted for you.
You've seen the examples. You know you've been selling your whole life. But now I want to give you a framework you can use to actually break down any influence moment into its sales components. This is called the Sales Moment Analyzer, and it's going to train your brain to see sales everywhere, every day.
Every sales moment, whether it's convincing your kid to eat dinner or closing a $50,000 B2B deal, has the same four components. Once you see them, you'll never un-see them.
The Need
Every sales moment starts with someone having a problem, desire, or gap. Maybe they don't know they have it yet. Your job is to identify it. In everyday life, you already do this instinctively. "She looks stressed." "He doesn't know which one to pick." "They need help but won't ask."
The Connection
Before anyone accepts your help (or your product), they need to trust you. You build that trust through empathy, listening, and showing you understand their situation. This is the rapport-building phase. In sales, it happens in the first few minutes of every call.
The Positioning
This is where you present the solution in a way that connects to what they actually care about. Not features, not facts. Value. "This will save you time." "This will make your life easier." "This is exactly what you described wanting." You position the solution to match their specific need.
The Close
The close isn't aggressive. It's simply the moment where the other person says yes, takes action, or makes a decision. Sometimes it happens naturally. Sometimes you need to gently ask for it. "So, should we try it?" "Does that sound right?" "Want me to send it over?" That's closing.
Practice: Analyze Your Own Sales Moment
Pick one of the sales moments you identified earlier in this module. Now break it down using the four components. This exercise trains your brain to think in sales terms, without changing who you are.
The situation (briefly):
1. The Need - What did they need?
2. The Connection - How did you build trust?
3. The Positioning - How did you present the solution?
4. The Close - What was the outcome?
Now let's take it up a notch. I want you to actually write out a persuasion scenario using sales language. Don't panic. This isn't a real pitch. It's just practice connecting what you already do naturally to the words and structure of professional sales.
Here's the scenario: Your best friend is exhausted from her job and has been complaining about it for months. You know she'd be great in remote sales (because she would, just like you). Write out how you'd convince her to look into it. Use the four components of the Sales Moment Analyzer.
Your Practice Pitch
Open with The Need (what's her problem?):
Build The Connection (show you get it):
The Positioning (introduce remote sales as the solution):
The Close (make the ask):
Real Talk from Katherine:
You just wrote a pitch. A real one. Using a framework that professional salespeople use every single day. And you probably didn't even feel like you were "selling." That's because you weren't being pushy. You were being helpful. You saw a friend with a problem and you offered a solution in a way that felt natural and caring.
That's all sales is. The rest is just practice and polish. And you're already way further along than you think.
Here's something powerful that happens when you start recognizing your sales moments: it creates a loop. You recognize a moment, which builds confidence. That confidence makes you more aware. Being more aware means you recognize more moments. And so the loop continues, getting stronger every day.
The Confidence Loop
1
Recognize
You spot a sales moment in your daily life
2
Validate
You confirm "I just used a real sales skill"
3
Believe
Your confidence grows with each recognition
4
Repeat
You start seeing more moments everywhere
This week, I want you to catch at least 3 sales moments as they happen. Not after the fact. In real time. When you convince your partner to try a new dinner recipe, pause and think, "I just overcame an objection and positioned value." When you get your kid out the door on time, recognize, "I just managed a pipeline and closed on a deadline."
The more you practice seeing it, the faster you'll believe it. And once you believe it, nobody can take it away from you.
One more thing before you move on:
I want you to pay attention to how you feel right now. Not excited-but-doubting. Not “maybe-for-other-people.” Just sit with the actual evidence you just found.
You’ve been selling your whole life. You have proof. Real, specific proof. That doesn’t go away when things get hard. It doesn’t disappear when you feel underqualified or nervous or like everyone else knows something you don’t.
This is your foundation. Everything else in this course builds on it. Don’t rush past this moment.
What you just learned shows up differently depending on which sales path you're exploring. Click your path to see how this applies to you specifically.
Every everyday sales moment you identified in this module has a direct parallel in B2B. When you recommended a restaurant to a friend, that's the same skill as recommending a software solution to a procurement manager. When you negotiated your internet bill, that's the same muscle as negotiating contract terms with a decision-maker. The structure is identical. The stakes are just bigger, and so is the paycheck.
In B2B specifically, the "Sales Moment Analyzer" framework maps perfectly to the sales cycle. The Need is what you uncover during discovery calls. The Connection is the rapport you build over weeks of touchpoints. The Positioning is your proposal or demo. The Close is when they sign the contract. Each phase takes longer in B2B than in everyday life, but the skills are the same.
Here's what's exciting: the practice pitch you just wrote, convincing your friend to explore remote sales, is structurally identical to a B2B SDR's first outreach. You identified a pain point, showed empathy, positioned a solution, and made a soft ask. That's a cold email. That's a discovery call opener. That's literally the job.
In B2B, the Confidence Loop is especially powerful because deals take time. You need sustained confidence over weeks or months of nurturing a single prospect. Every everyday moment you recognize as "sales" adds to the confidence bank that carries you through long sales cycles.
Before you move on, let's make sure the key concepts really clicked. Answer all questions correctly to unlock the next lesson.
1. When you convince your kid to eat vegetables by saying "eat three bites and you can have dessert," which sales skill are you using?
2. What are the four components of the Sales Moment Analyzer?
3. When you help a friend decide between two apartments by asking "what matters most to you?", that's an example of...
4. The Confidence Loop works by...
5. What's the real difference between your everyday influence moments and professional sales?
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