The Hidden Sale
Sell without pressure. Close without pretending.
We Need to Think About It
The Reason Buyers Say "We Need to Think About It" “We need to think about it.” This phrase kills more deals than price objections, budget constraints, and timing issues combined. But here’s what most salespeople miss: It’s not a stall tactic. It’s a cry for help. I’ve analyzed hundreds of sales conversations where this phrase appeared. The pattern is always the same: What buyers really mean: “I can’t organize all this information in my head” “I don’t feel safe making this decision right now”...
Is Silence Blocking Your Success?
Why Silence Doesn't Always Mean No Hello friends!It’s been over a month since my last note. Which leads me into this one. Last time I wrote to you, I shared why sometimes stepping back and rethinking the quick deal is the best solution in When Run Means Yes. This time, I want to talk about the opposite problem: silence. A prospect seems interested. Then nothing. Most people think it means the price was too high or the offer was wrong. In reality, silence almost always comes from missing...
When Yes Means Run
When Yes Means Run Hello friend, Recently, a client closed a €10K deal in five minutes. The buyer said yes immediately. No objections. No questions. Even asked for the payment link. My client was celebrating. I was concerned. The faster the yes, the higher the ghost risk. Buyers who move that fast aren’t making decisions. They’re escaping. Escaping the pressure of the conversation. The stress of their problem. The discomfort of doing nothing. They’re buying relief, not your solution. And...
“I know what I want.” Dangerous words.
When Confidence Lies Hello friend, On a sunny Saturday morning, my client walked into the BMW showroom radiating confidence. “I know exactly what I want,” he said, pointing to the sleek sports coupe in the corner. “That one. Just need your price and financing options.” Most salespeople would’ve smiled, grabbed a calculator, and started running numbers. I almost did, too. But something felt off. What confidence hides When a prospect sounds certain, we breathe a little easier. They’ve done the...
A clear shift. A sharper focus.
From Elevate & Convert to The Hidden Sale Hello friend, We’re back in action. If you’ve read Elevate and Convert, this will feel familiar—but sharper. That project helped me reconnect with something I’d been circling for years:The link between inner clarity and outer results. Between self-awareness and effective sales. Between who you are and how you close. But over time, the work started pointing somewhere more specific. It wasn’t just about elevation and conversion.It was about how people...
Long Break, Not Broken
Long Break, Not Broken Hi friend,It’s been a while, and I owe you an explanation. Life hit hard these past weeks—relentless and unyielding. I had to step back, catch my breath, and deal with things I didn’t see coming. But let me be clear: Elevate and Convert isn’t over. Far from it. This break wasn’t about giving up. It was about finding my footing so I could deliver something worth your time and attention. Starting January, we’re back—with fresh ideas, sharper insights, and the same...
From Triggers to Transactions
From Triggers to Transactions Elevate Managing Your Emotional Triggers Hi friends, I can’t believe we’re already on the 5th volume of Elevate and Convert! It’s great to have you back. The Hidden Cost of Emotional Triggers Imagine losing a major client because of one heated moment. Or ruining a relationship with words you can’t take back. That’s the power of emotional triggers—they can derail your success in seconds. In case you missed it, in the last edition we talked about reshaping your...
Your Inner Dialogue and the Stories You Tell
Your Inner Dialogue and the Stories You Tell Elevate Shifting the Script on Your Inner Dialogue Hi friend, great to have you back! In the last edition, we talked about the process of reinventing yourself. And here's the thing, it doesn’t happen overnight. It’s a slow but steady process that requires self-awareness, acceptance, clarity, and resilience. The Power of Inner Dialogue Engrained in that process, there’s a quiet force that shapes not only who you are, but who you are becoming: your...
Reinventing Yourself and Finding Your Segment
Reinventing Yourself and Finding Your Segment Hello, friend, Welcome back! In the last edition, I talked about what it feels like to hit rock bottom. It’s the kind of place that knocks the wind out of you. Everything you thought you knew about life, your career, your relationships—it’s all shattered. But here’s the thing: rock bottom is more than just a low point. It’s the start of something. When you’ve hit the ground, the only way left is up. And the only way to rise from it is to reinvent...
From Rock Bottom to Making Headlines
From Rock Bottom to Making Headlines Hi friend, It's great to see you're back for the second edition of Elevate & Convert. From here on out, we start diving into the aim of this publication. To help you Elevate your spirit towards a better self and to Convert your leads into loyal customers. This is not a one-way conversation. So, please share which topics you want me to cover. I'm happy to share what I've learned in this 48-year journey, along with over 25 years of experience in...
Sell without pressure. Close without pretending.