The January 14th Foundation of Performance workshop dug into a simple idea with big implications: top producers don’t win because of fancy scripts or pressure tactics. They win because their foundation is solid—built on discipline, integrity, speed, and trust.
Below is a short recap of the core themes from John Kalusniak and Don Klos. It’s enough to give you the big ideas, but the real value is hearing their stories, tone, and back-and-forth with attendees in the full recording.
👉 Watch the full workshop here:
https://fathom.video/share/JMYT9ptxthBc1VEcWs-4aNXbMf6uuWAx
John Kalusniak: The 3 Pillars of Performance
John framed high-performance sales around three non‑negotiables:
1. Excellence – Doing it right, every time
Excellence isn’t talent or luck—it’s discipline. It shows up in the details: clean proposals, accurate quotes, clear communication, and preparation that happens long before a client meeting. John shared how one small mistake on a major quote forced his team to rebuild their entire approach to quality and consistency.
2. Integrity – Doing the right thing when it costs you
Real integrity shows up when the “easy win” is on the table. John walked through an example where telling a prospect the hard truth cost his company a major deal in the short term—but opened the door to a much larger opportunity later because they were the only vendor who refused to overpromise.
3. Speed – Motion with purpose
In today’s market, speed is the new currency. John challenged us to move faster without being reckless: simplify internal bottlenecks, empower people to make decisions, and act when you’re 80% sure instead of hiding behind endless “we’re not ready yet” planning. The companies that win are the ones that respond quickly and thoughtfully.
Don Klos: Trust as the New Sales Currency
Don contrasted the “old sales playbook” (hard closing, pressure, and bravado) with what actually works now: trust‑based, consultative selling.
Key themes from Don Klos:
- Predictability over charisma – Buyers don’t just want charm; they want to know you’ll show up, follow a process, and do what you say.
- Clarity over confusion – Too many options and buzzwords create decision fatigue. Great sellers simplify choices and make the next step obvious.
- Understanding before solutions – If you’re getting constant objections, you’re probably pitching too soon. Don emphasized slowing down to ask better questions and really hear the buyer’s world before recommending anything.
- Guide, don’t push – The modern sales pro behaves like a trusted advisor: asking smart “why” questions, connecting the dots, and aligning solutions with long‑term outcomes.
- Safety over pressure – Trust grows when buyers feel safe: clear expectations, transparent pricing, honest conversations about risks, and early value (resources, insights, audits) before any ask.
Handling Conflict & Going Deeper with “Why”
The group also explored:
- The power of “Why” – Using techniques like the “5 Whys” to uncover root problems and real motivations, instead of accepting surface-level answers.
- Dealing with difficult prospects – When emotions run high, let the other person vent fully, then re‑engage calmly as if the blow‑up never happened. When a prospect crosses the line or lies repeatedly, it’s okay to fire them as a client.
- Post‑sale trust – A poor onboarding experience can erase months of trust‑building. The sales process isn’t done when the contract is signed.
This workshop is packed with real-world stories, candid discussion, and practical mindsets you can apply immediately.
👉 Watch the full Foundation of Performance recording here:
https://fathom.video/share/JMYT9ptxthBc1VEcWs-4aNXbMf6uuWAx
“When you focus on the relationship and not the outcome, your outcomes become more predictable” ~ Clay Hicks
