If selling makes you feel awkward or pushy, it’s time to rethink what selling really is. At its core, sales isn’t about persuading someone to do something they don’t want to do—it’s about helping them make a decision that improves their life. When you approach sales with genuine care and curiosity, it stops feeling like a transaction and starts feeling like a meaningful conversation. Here’s how to elevate your sales game and say goodbye to the “salesy” vibes: Start with Empathy – Instead of diving into your offer, take a moment to really connect. Ask, “What’s been weighing on you the most when it comes to [their challenge]?” or “Can you explain what feels most urgent to you right now?” When they feel heard, they’re more open to solutions. Position Yourself as a Guide, Not a Seller – You’re not here to “close”; you’re here to lead them toward clarity. Think of yourself as the guide helping them uncover what they really want and what’s been stopping them from getting it. You’re walking beside them, not pushing them. Focus on Their Transformation, Not Your Offer – Instead of listing features, paint a picture of what life could look like on the other side of their decision. Say, “Imagine what it would feel like to wake up and no longer worry about [their pain point].” This moves the conversation into their vision of success. Empower Them to Decide – No one likes to feel pressured, so don’t try to convince. Instead, help them see the possibilities and say, “This decision is entirely yours, but if you’re ready, here’s how I can help you move forward.” This builds trust and allows them to take ownership. When you stop thinking of sales as something you do to people and start seeing it as a way to serve, it changes everything. Selling becomes about connection, empowerment, and transformation—not pressure. What if selling didn’t feel “salesy” but instead felt like one of the most valuable ways you could show up for someone? When you embrace this shift, your sales conversations will never be the same.

Ever hear “I’ll wait until the New Year” from a prospect? You’re not alone! The holidays can bring out hesitation—but they can also be the perfect time to encourage action. Here’s the secret: It’s all about shifting the conversation. Instead of trying to “convince” them, focus on why taking action now could be a game-changer for them. The holiday season isn’t a pause; it’s a launch pad for the new year. Here’s how to handle holiday objections with empathy and confidence: A. Tap Into Their Vision for the New Year – Ask them to describe their big goals for next year and what achieving them means to them personally. Then, explore how getting a head start now could give them a real edge. “What if you’re already on track by January?” B. Reframe “Wait Until” as “Start Ahead” – Show them the advantages of getting a jumpstart on their goals. Whether it’s an extra month to build momentum or kicking off 2024 without hesitation, position December as the “warm-up” for success. C. Highlight Limited Opportunities – Holidays often come with special perks, bonuses, or pricing. Be clear about any benefits they’d miss if they wait. This isn’t about pressure—it’s about being transparent about timing so they don’t miss out. D. Create a Simple “Holiday-Friendly” Action Plan – Acknowledge their busy schedule and offer a tailored, easy-to-follow plan to start now without overwhelm. Let them know it’s about progress, not perfection, during the holiday rush. By guiding your prospects to see the unique value of starting now, you’ll help them close the year strong and step confidently into the new year. Shift the focus from “waiting” to “winning” this holiday season!

Looking back on deals closed and buying conversations had got me thinking of foundational steps that helped me gain credibility and trust during buying conversations. 1. Build Strong Relationships - Invest time in genuinely understanding your clients. Listen actively to their needs and concerns, and show them you're committed to solving their problems. Trust is the foundation of any successful deal. 2. Present Compelling Solutions - Tailor your pitch to highlight how your product or service addresses the client's specific pain points. Use clear and concise language and back your claims with data and success stories. 3. Follow Up and Stay Persistent - After your initial pitch, maintain regular, thoughtful communication. Follow up with additional information or answers to any questions they might have. Persistence pays off, we are there to help clients make a decision whether it is a YES or NO. Implementing these simple strategies will increase your ability to close more deals and drive continued success to your business.

Jim Rohn was my first live event in personal development. He repeated several times: "What you lack is what you need to work on." He wasn't talking about money. He was talking about skills. Where are people lacking? - Confidence - Control - Commitment - Patience If you lack Confidence, people don't believe you. Without confidence you can't build conviction. If you lack Control, you "push & pitch" which repels people. If you lack Commitment, it means you are not willing to do the practice. You must commit to do the work before the work so you can create Buying Conversations. If you lack Patience, you are being way too hard on yourself. You are likely comparing yourself to others and that steals you of something important in life: JOY. Where are you lacking? - Confidence - Control - Commitment - Patience Take Jim Rohn's advice and go acquire what you lack. The help is out there. All you have to do now is choose to do something about your lack, and ask for help. When you do, things will change for you!

Want to make sales calls feel natural and actually enjoyable? Approach them like you’re chatting with an old friend. Here’s the thing: People want to buy from someone they feel truly understands them, not someone pushing a script. When you go into a call with the mindset of building trust, everything changes. Focus on connection, curiosity, and real conversation instead of “making the sale.” Here’s how to elevate your approach so it feels effortless and drives real results: 1. Open with Genuine Curiosity – Kick off the call by asking about something beyond business—maybe a recent event they attended or a topic they mentioned earlier. Show that you remember details, and they’ll feel seen and heard. 2. Focus on Their Vision, Not Just Problems – Go beyond the usual pain points. Ask about where they want to go, their big-picture goals, and what achieving this means to them personally. This makes the conversation future-focused, exciting, and more motivating for them. 3. Reframe Objections as Opportunities – Instead of trying to overcome objections, dive into them as if you’re helping a friend work through a concern. “I hear you on [objection]. Tell me more about why this feels like a barrier.” This keeps the dialogue open and shows empathy. By focusing on connection over conversion, you’ll make every call feel authentic and seamless. This is about helping first, selling second—and the results will follow!