A little while ago, my friend (and former Business Coach) Tim Brownson shared a post that really stuck with me. His message was simple:

👉 “Just call them.”

He was talking about following up with prospects, but honestly, this applies to so many workplace situations.

In training sessions, I can’t tell you how many Directors have said to me, “My team is hesitant to pick up the phone.” They default to email because they think it’s proactive. It’s not.

Emails get missed. They sit in spam folders. They can be misunderstood or ignored. And yet, many people use email as a shield—it feels safe, less personal, and less risky. But when it comes to building trust, moving things forward, or making a sale, nothing beats the clarity and confidence of a real conversation.

Tim said it best in his post:

“Following up by email is fine, but you can’t be 100% sure they’ll see it. It’s easy to assume the worst and think they’re not interested. But the reality is, we have no clue what’s going on in other people’s lives. So for f***’s sake, call them.”

I’ve seen this play out again and again in workplace training and in sales. Picking up the phone isn’t just about communication—it’s about courage. And when team members build that confidence, everything shifts: decisions happen faster, misunderstandings drop, and relationships strengthen.

When It Comes to Sales, This Mindset Matters Even More

In today’s environment, buyers don’t want to be “sold to.” They want to trust you. They want to feel understood. That’s why authentic, human conversations are more important than ever.

That’s exactly what our Zero Selling: Breakthrough to Outstanding Sales Results© program is built on. It’s a modern, science-backed approach that teaches sellers to connect, build trust quickly, and have natural conversations that lead to real results.

Here’s what makes it different:

  • Build high-trust relationships quickly
  • Qualify early and focus where it counts
  • Replace pushy tactics with buyer-centric conversations
  • Learn what buyers truly value — and align with it
  • Eliminate objections through collaboration, not pressure

The program is led by Patrick Boucousis, a LinkedIn Top Voice and sales leader with decades of B2B experience. His approach is practical, ethical, and proven.

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