I asked Gary why he seemed pissed off

The reason you're struggling in sales may have nothing to do with your process, your pitch, or your product.

It may very well be that what's coming out of your mouth doesn't align with what's going on in your gut.

Here's what I mean.

You're 15 minutes into discovery. Everything this prospect is telling you screams: no real need, no urgency, problem isn't big enough.

And you say… nothing.

You mention price. Their body language shifts. You catch it.

And you say… nothing.

You join a call and they act like they don't want to be there—curt answers, disengaged, clearly not respecting your time.

And you just go with the flow.

This Creates Two Massive Problems

The first is practical.

You waste time on deals your gut knew better than to chase. You get ghosted. You spin your wheels with prospects who have no budget or too much price sensitivity. Your most valuable resource—time—gets allocated to deals that were dead before they started.

And what’s worse, you look back and think, “I kind of sensed that when we were talking.”

The second problem is internal.

When you constantly quiet yourself, play the “nice guy,” and avoid candid conversations because you think “that’s what you’re supposed to do as a salesperson”—it changes you. It changes the energy you bring to the table. It changes how you show up to your work over time.

When you sense something's off—they shifted at the price, they're holding something back, there's no real urgency—and you ignore it? When you know a deal is going sideways but you keep pretending it's fine? When you let people treat your time like it doesn't matter and you just smile through it? That disconnect between what you sense and what you say doesn't just hurt the deal.

It erodes your confidence. It chips away at how you feel about yourself and the profession. Over time, it turns you into someone who shows up tentative, uncertain, playing a role instead of having real conversations.

And it's an unhealthy way to make a living.

What I Did When My Gut Screamed "Something's Off"

I was on a call recently with someone asking about our fractional sales management program.

Ten minutes in, I could sense it: disinterested posture, distracted energy, something was wrong. He wasn't fully there.

Instead of continuing through my process like I didn't notice, I stopped.

"Hey, Gary? Can I ask you a really candid question?"

"Yeah, what's up?"

"Why are we really here today? I sense something's going on. You booked the call, and I'm sure you don't have time to waste. But as we're talking, you seem disinterested. Maybe even a little frustrated. Was it something I said, or is there something else happening and you want to reschedule?"

He paused. Looked at me. Chuckled.

"You know what? You're right. All these questions you're asking me make me feel like an idiot. I don't have a scoreboard. I don't have a process. I don't have any of what you're talking about. I know you're just trying to get a lay of the land, but I don't have all this stuff."

"Gary, first of all—thank you for telling me. I appreciate your candor. Tell you what. Let's assume the foundation isn't in place at all. Let's look at this like we're building on an empty lot. Just share with me what you want this thing to look like when we build it out. What you really want. How about that?"

Fifty minutes later, he signed up for a program to design the sales process, build playbooks, recruit and train an outside sales rep.

Done.

Candor. Honesty. Transparency.

It goes a long way.

How to Actually Do This

The next time you're selling, start with your sales process. Follow it.

Until your gut tells you something's off.

Then stop. And address it head-on.

If someone shifts when you mention pricing:

"Hey, I noticed when I mentioned price, you shifted a bit. Is that because it's way more than you expected, or are you excited it's less than you thought?"

If someone's being short with their answers:

"These questions help me make sure we can actually help you and get you good results. I'm sensing you might be rushed or holding back. Did I ask the wrong question, or is now not a good time for you?”

Don't be rude. Don't be a a-hole. Don't be disrespectful.

But some honesty and clear self-respect will:

• Earn credibility with prospects

• Help you close more deals

• Make you feel a hell of a lot better about yourself in the process

Your Move

Listen to your gut this week. When something feels off, say something. Practice doing it with respect and curiosity.

You'll be shocked how often prospects appreciate the candor—and how much better you'll feel about the work you're doing.

Adios,

Ray