How to Ground Excitement in Strategy

Hi Leader,

This is the week where half your LinkedIn feed is posting, “We’re signing off for the year!” while the other half is still aggressively scheduling meetings like the calendar has no authority over them.

It is the week when people say things like,
“Let’s circle back after the holidays,”
which really means,
“Please don’t ask me to make a decision while my brain is running on peppermint syrup and anxiety.”

Everyone is tired.
Everyone is multitasking.
Everyone is pretending they are fine.

And this is exactly why December is the perfect month for what we are doing together.

Because this month is all about uncovering the real patterns in your sales conversations.

Not the polished version you use on a good day.

The version that comes out when you are stretched, rushed, or so mentally overloaded you actually start to understand how the McCallister’s were able to forget their youngest at home.

Now we’ve been breaking down how your natural wiring…and your buyer’s natural wiring, either builds trust or breaks momentum.

Last week, we looked at what happens when emotion or analysis takes over.

This week?
We are turning our attention to two more profiles that show up big in December:

• The Confidence Activator, the person who brings all the energy

• The Clarity Architect, the person who brings all the structure

One can ignite momentum.
The other can solidify it.
But when the timing is off, when excitement is not grounded, or structure comes too soon…deals wobble.

So today, we are going to talk about how to ground excitement in strategy, using emotional regulation and cognitive load reduction to keep the buyer’s brain engaged instead of overwhelmed.

Let’s get into it.