Course Terminology

Learning our course terminology helps you clearly understand where you are in your sales journey—and what to do next. It gives you the language, structure, and clarity to improve your process with purpose, not guesswork.

Sales Plateau

A sales plateau is when your performance flatlines—you’re working hard, but your results stay stuck. It’s frustrating because you know you’re capable of more, but nothing seems to move the needle. The danger is that if you don’t recognize you’re in a plateau, you’ll keep repeating the same habits expecting different results. Realizing you’re there is the first step to changing your strategy—and finally breaking through.

Common signs you're in a sales plateau:

Inconsistent results (a few wins here and there, but no growth)
Feeling like you’re “going through the motions”
Blaming external factors (the leads, the market, the customers)
Knowing you’re capable of more—but not sure what to change
Losing confidence or motivation even though you're still working hard

How to Fix a "Sales Plateau"

You need a clear strategy that helps you:

Track where your sales fall off (first impression, emotional pitch, product alignment, or closing)
Adjust your approach based on what’s actually happening—not guesswork
Build a repeatable process that matches how you sell and how buyers buy

OSP

What is OSP

OSP stands for Optimal Sales Performance—it’s the peak state every salesperson aims for. It’s when your confidence is high, your process is dialed in, and sales feel smooth and consistent. You’re in the zone, deals flow naturally, and your results match your potential.

Why is OSP Important?

The problem is, most salespeople only hit OSP in short bursts—those moments where everything feels easy, and you’re on fire. But without a system, those moments are random and unpredictable.

That’s why OSP is so important: it’s the state where your income, confidence, and consistency all level up. The more time you spend in OSP, the less you have to grind, and the more you start attracting results instead of chasing them.

Our goal is to help you stop guessing and start building habits, strategies, and self-awareness that keep you in OSP more often—and for longer periods of time. That’s where the breakthroughs happen.

Authentic OSP

Sales isn’t one-size-fits-all—and neither is success.

Your path to success shouldn’t look like anyone else’s. Finding your own version of Optimal Sales Performance means selling in a way that aligns with your natural strengths, not against them. When your strategy fits you, sales feels smoother, your confidence rises, and results start showing up with less resistance.

Journal Prompt

On a new page write down which sales personality you align with the most. The only way to get the most out of this section is if you are honest with yourself!!

Write down your top 5 strengths in sales....

Write down what you feel are your 5 major weak points....

🦦 Otter – The Energetic Connector

Core Traits: Outgoing, enthusiastic, fast-paced, optimistic

Builds rapport instantly: Otters thrive in social settings and are naturally likable, making them great at quickly connecting with prospects and putting them at ease.
Keeps energy high: Their enthusiasm is contagious, which helps maintain momentum and engagement throughout the sale.
Comfortable handling objections on the fly: Otters are quick thinkers and adapt easily, making them great in unpredictable situations or fast-paced environments.
Creates fun in the process: Customers often enjoy the interaction, which can lower resistance and lead to a more emotionally positive buying experience.

Potential Pitfall: May skip over important details or lose focus if not grounded in a structured strategy.

🦫 Beaver – The Analytical Expert

Core Traits: Detail-oriented, precise, organized, logical

Knows the product inside and out: Beavers are the go-to experts, able to explain every feature, benefit, and detail with total confidence.
Builds trust through credibility: Their accuracy and thoroughness make customers feel safe, especially those who are cautious or research-driven.
Excellent at solving problems: Beavers can tailor solutions logically, showing how a product directly fits the customer’s specific needs.
Prepares thoroughly: They’re ready with data, demos, pricing breakdowns—everything a detail-minded customer could ask for.

Potential Pitfall: May over-explain or struggle to build emotional connection if not intentional about humanizing the sale.

🐶 Retriever – The Loyal Harmonizer

Core Traits: Friendly, empathetic, dependable, loyal

Builds deep trust: Retrievers are naturally caring and others-focused, which makes them excellent at creating long-term customer relationships.
Listens more than they talk: They’re great at uncovering real needs because they create a safe, low-pressure space for the customer to open up.
Makes the customer feel understood: Their empathy allows them to reflect back what the customer is feeling, creating connection and loyalty.
Patient and steady: Great with nurturing leads who need more time to make a decision.

Potential Pitfall: May hesitate to ask for the sale or fear being too “pushy.”

🦁 Lion – The Bold Closer

Core Traits: Confident, direct, goal-driven, competitive

Takes control of the conversation: Lions don’t beat around the bush—they guide customers efficiently through the process.
Great at qualifying quickly: They know who’s serious and who’s wasting time, and they focus their energy on the right opportunities.
Strong closer: Lions are confident when asking for the sale and don’t shy away from objections or decision-making pressure.
Leads with authority: Their presence and confidence instill certainty in buyers who are looking for direction.

Potential Pitfall: May come off as too aggressive or transactional if they skip building rapport or emotional connection.

Why you should be Excited....

You’re excited to start The Sales Closers Playbook because deep down, you know you’re capable of more—and you’re tired of not seeing it in your results. You’ve felt the frustration of cold streaks, the sting of lost deals, and the burnout from doing everything “right” with nothing to show for it.

This isn’t just more sales fluff—it’s a clear path forward. It’s exciting because, for the first time in a long time, you feel like you’re stepping out of the fog and into control. You’re finally getting a strategy that fits you—so you can stop guessing, start closing, and become the closer you were meant to be.