A few weeks ago, someone asked me how I “close” clients.
I told them: I don’t.
Because I don’t think about sales as “closing.”
I think about it as connecting.
👉 The goal isn’t persuasion.
The goal is clarity.
When a potential client shows up to a call, they’re not looking for a pitch.
They’re looking for someone who understands the real problem—and knows how to fix it.
That’s it.
If you can name their pain better than they can…
If you can articulate the path with confidence and simplicity…
If you can offer a defined, outcome-based solution…
They’ll lean in.
They’ll trust you.
And they’ll say yes—without a single salesy tactic.
The best fractional execs aren’t the best talkers.
They’re the best translators.
They translate confusion into clarity.
They translate overwhelm into a process.
They translate scattered problems into solvable outcomes.
If your sales calls aren’t converting, it’s probably not your energy.
It’s your explanation.
>> If you missed any of this week’s emails, here’s a quick roundup:
The goalpost syndrome— find it HERE
How to turn casual chats into contracts — find it HERE
What happens when a little “just this once” becomes a pattern — find it HERE
It started with “just this once…”— find it HERE
The single daily practice that keeps my business anchored — find it HERE
– Sue
