Finding a Focus for Prospecting and Sales
Mar 26, 2026
"Tell me what it is you plan to do with your one wild and precious life?"
Mary Oliver
This week’s Positive Framing Challenge came from a consultant who was struggling with prospecting and sales and wanted to figure out what he should be doing differently. Through reflection and a few initial generative questions, he realized the issue wasn’t effort—it was focus. He had been spreading himself too thin instead of leaning into the work that truly energizes him and where he can make the greatest impact—both in his business and in his one wild and precious life.
Building on this insight, the group worked through the flipping technique to arrive at a positive frame grounded in clarity and purpose.
Positive Framing: Shifting the Narrative
Name It:
I don’t have a clear focus for my business.
Flip It:
I do have a clear focus for my business.
Frame It:
I'm energized and changing the world.
Generative Questions to Help Move Towards the Frame
To help move toward this frame, the group explored a series of generative questions designed to spark reflection, clarify priorities, and reconnect with the work that brings the most energy and impact.
- What does changing the world look like to me?
- What does energized look like to me?
- What excites me most about my offerings? What do they accomplish at their best?
- Who else has a focused lane that I can learn from?
- Who would I become in this process?
- When I engage with others in work, when was I most excited by what I offered?
- What assumptions might I be making about my ability to focus on a lane?
- What could I be doing differently?
- If an article were being written about my success two years from now, what would the headline say?
Conversations Worth Having Cool Tip
Sometimes the challenge we’re trying to solve isn’t the real issue. Taking time to tune in and ask generative questions can reveal the true issue—and as it becomes clearer, the positive frame becomes more focused, energizing, and effective.
Shared by: Sylvette Wake, a certified Conversations Worth Having and Strategic Conversations Guru. Reframe your thoughts, reshape your world.
