Finding & Closing

This episode of Finding & Closing focuses on one powerful idea: ask braver questions. Instead of trying to “say the perfect thing,” Miles shows how real progress in sales comes from the questions you’re willing to ask—and your courage to stay quiet and really listen. Through real-world stories and practical examples, you’ll hear what timid, surface-level conversations sound like versus confident, discovery-driven ones. You’ll learn specific question patterns that uncover real problems, how to handle the fear of “breaking” a deal by being too direct, and what to do when a prospect’s answers are vague, defensive, or confusing. By the end, you’ll have a simple, daily practice for upgrading your questions, so your calls feel calmer, your pipeline is clearer, and your close rate goes up—not because you’re pushier, but because you’re finally having the real conversation.

Most professionals don’t have a closing problem—they have a waiting problem. In this episode of Finding & Closing, Miles and Imani break down why “waiting for the right moment” is actually a quiet habit of avoidance, and how it kills your visibility long before it kills your opportunities. You’ll learn how to stop hiding behind inboxes, proposals, and prep work—and start creating a steady stream of real conversations instead. They’ll unpack the behavioral science behind why we default to inaction (status quo bias, loss aversion, and the illusion of activity), then flip it into a practical, proactive system you can use with the relationships you already have. Whether you’re in sales, consulting, or any service business, you’ll walk away with simple daily and weekly plays to: - Turn existing clients into repeat business and warm referrals - Use small, safe outreach habits to stay visible without feeling pushy - Replace “hoping for pipeline” with designing surface area for luck The episode ends with a question that sets up next week’s topic on Pipeline Ownership: If waiting isn’t your strategy anymore, what are you going to put in its place?