It was one of those days where the heat feels heavy before you even step outside.
Ninety-five degrees.
The kind of day where conversations are short, patience runs thin, and everyone is just trying to get through it.
And on that hot afternoon, something happened that stopped me cold.
It wasn’t a sales meeting.
It wasn’t a keynote.
It wasn’t a moment I could have planned.
It was my daughter, Lauren.
Lauren faced challenges early in life that most people never experience. A brain tumor left her blind and affected her balance and mobility. As a parent, you learn to live in a constant mix of protection, pride, and worry.
So when Lauren decided she wanted to make and sell bead bracelets, I paid attention, not as a sales professional, but as a dad.
The Moment That Cut Through the Heat
On that sweltering day, people were moving quickly, eager to escape the sun. No one was browsing. No one was lingering.
And yet, Lauren didn’t rush.
She didn’t call out.
She didn’t explain.
She didn’t push.
She simply smiled and asked,
“Would you like to see what I’ve been making?”
No pressure.
No expectation.
No emotional leverage.
Some people said yes.
Some people said no.
Every response was respected.
And that’s when I noticed something remarkable.
People didn’t just stop.
They stayed.
In ninety-five-degree heat, they slowed down.
They asked questions.
They connected.
Many of them bought more than one bracelet.
That moment, on that hot day, stopped me cold.
The Insight I Couldn’t Ignore
What Lauren did wasn’t sales as most people are taught to do it.
She wasn’t persuading.
She wasn’t convincing.
She was inviting.
And that invitation gave people something powerful, choice.
That’s when the truth became impossible to ignore:
People don’t want to be convinced.
They want to choose.
What Lauren did that day also reflected something I would later formalize as the Connect → Convey → Convert™rhythm. She connected first by honoring the person in front of her. She conveyed meaning through presence, not explanation. And only then did people choose to convert, on their terms, without pressure.
Why This Matters More Than Ever
Today, we live in a world where AI can write the pitch, draft the email, and automate the follow-up.
What it can’t do is create genuine human connection.
When messages start to sound the same, behavior becomes the differentiator.
Respect becomes the advantage.
Invitation becomes the edge.
This principle is the foundation of Invitational Selling™, a framework built around conversations that feel natural, human, and respectful.
A Question to Ask Before Your Next Conversation
Before your next sales call, presentation, or outreach message, pause and ask yourself:
“Am I trying to move them, or invite them?”
That single shift can change how people respond, and how they remember the interaction.
About Dr. Dennis Cummins
Dr. Dennis Cummins is an international keynote speaker, sales and leadership communication expert, and creator of the Invitational Selling™ system. He helps organizations and sales teams communicate with clarity and authenticity in an AI-driven world. As the founder of Pro Speaker Academy, Dennis works with leaders and sales teams to build authentic communication strategies that drive trust and action in an AI-driven marketplace.
<link rel=”canonical” href=”https://www.denniscummins.com/5340-2/” />
