"That's exactly right, and.." creates alliance.

Try it in your next conversation and see for yourself.

If you enjoy little tidbits like these, you'll *love* The Close:
https://buff.ly/3PtDq1Y

You're creating space for their input (that's exactly right) while maintaining the core thread of your message (and....).

Notice how different this feels from:
"Yes, but..."
"I agree, however..."
"That's interesting..."

Those responses create distance.

The person's eyes light up.

Their body language shifts.

The conversation transforms from two people sitting across from each other to two allies sitting on the same side of the table.

It's an invitation to partnership.

They rush to add their own perspective.
They jump into problem-solving mode.
They start building on the idea.

But watch what happens when you pause and say "That's exactly right" first.

"That's exactly right, and..."

Subtle, but powerful.

Here's what most people do when they agree with someone:

You can turn any stranger into an ally with just four words.

A few months ago, I listened to an in-depth interview with Jensen Huang (NVIDIA's CEO).

He does a small thing that's completely fascinating.

He keeps using this phrase, and it completely shifts the energy of every conversation:

The most powerful thing you can say in a sales conversation is often nothing at all.

Give your prospects the space to trust themselves first.

Then they'll trust you.

Your prospect is thinking.

Processing.
Having an internal conversation.

And if you interrupt that?

You're basically saying "my need to talk is more important than your need to think."

I don't know about you, but that's not someone I'd trust with my money.

You ask your prospect a spicy question.



One that makes them stop and think.

One that hits different.

And then...

Silence.

What do you do?

If you're like most people, you panic.

Start rambling.
Try to fill the void.
Push for a response.

But here's what's actually happening in that silence:

Stay present
Ask real questions
Build genuine trust
Close deals naturally

Because your prospects don't need another pitch.

They need someone who actually listens.

Want to learn the framework I use to close deals without scripts?
Take a looksie at my Sales Psychology Bootcamp (LiB)

You're too busy looking for the "right" response to hear what they're actually saying.

Too focused on what comes next to be present in what's happening now.

Here's what I know↴
The best sales conversations don't follow a script.
They follow a framework.

A framework that lets you:

Because scripts aren't conversations.

They're monologues waiting to happen.

And the second your prospect throws you a curveball?
Asks something unexpected?
Shares something real?

That script becomes dead weight.

Let me tell you why I'll never sell you a sales script:

Because the moment someone realizes you're reading from a script, the trust is gone.

Think about it.

When's the last time you bought something from someone obviously reading a script?

Exactly.

It's about showing up as someone worth trusting.

In every interaction.
Every single time.

Because trust isn't built in one conversation.

It's built in all of them.

Want to work with me to make sure every interaction counts?
Link in bio 💋

Because you can't suddenly switch into "seller mode" and expect it to feel natural.

Either you're guiding someone toward a solution, or you're not.

It's not about having a perfect pitch.
It's not about following a script.
It's not about "closing techniques." ↴

Most people think sales only happen on "sales calls."

So they save their best stuff for those calls.

They wait to show up as an expert.

They hold back until it's "selling time."

And then they wonder why their "sales calls" feel forced.

Every single interaction with your prospect is a sales conversation.

Your copy?
Sales conversation.

Your DMs?
Sales conversation.

That meme you sent?
Yep, sales conversation.

Here's why this matters:

When they should be focusing on the process.

Because when you nail the process?

The close becomes inevitable.

Want to know exactly how I build these processes?

Link in comments.

From that first message
To that final yes
It's all connected.

But here's the thing:
Most people focus on the close.
They obsess over the pitch.
They stress about the ask.

We build something that works.
We refine it.
We repeat it.

Every interaction with your prospect is part of a carefully curated journey.

And you get to build it.

Sales aren't magic.

Most folks aren't just "naturals."
People closing deals don't just "get lucky."

Bullshit.

Sales are rooted in repeated processes.

Let your prospect have the space to confide in you, so you can help them do what you do best.

Want to know the framework I use to make this happen every single time?

Link in biooooo

You already know your solution works.
You already know you can help.
You already know where this conversation needs to go.

So why are you so afraid of silence?

Next time you feel yourself panicking, move to ask one good question.

Then shut up.

Your prospect should be doing 80% of the talking.

What's keeping them stuck
What they've tried before
What they actually need
How to sell to them

But most people are too busy proving their expertise to hear any of it.

So here's a reminder for those of you who need it:

Most people kill their own sales because they have a hard time leveraging silence.

They get antsy.
They rush to pitch.
They fill every silence.

Here's something you should know:

If you're talking more than 20% of the time in a sales call, you're talking too much.

Sales isn't about proving you have the answers.

It's about asking the right questions.

And then actually listening to the answers.

The funny thing about closing big deals?

The less you try to convince them,

the more likely they are to buy.

Sales psychology is wild.

Stop Selling, Start Solving

The moment your prospect says 'that's expensive'

isn't the moment to defend your price.

It's your invitation to ask better questions.

Don't make that same mistake.

It could cost you millions.

---
*ICYMI: I run a free community of Closers that are ready and willing to up-skill their sales strategy.

Comment below if you'd like to join.