I’m known by many as the Queen of Sales Conversion, but, sometimes, the best way to sell is to “unsell.”

This technique comes in handy when you notice that you’re working a little harder for the sale than the client is working to enroll you.

The unsell changes that dynamic so that rather than you pursuing them, they’re once again pursuing you.

So when you find yourself in that aggressive, leaning forward pursuit energy, the thing to do is to energetically and even, physically, lean back.

Give you both some space and start to get into agreement with how your prospective clients are talking themselves out of transforming their lives.

One of my favorite ways to do that is to say, “You know what, maybe you’re right.

Maybe this isn’t the right time for you. When you are ready, my course is totally worth it at the full investment.”

That usually wakes people up a little bit into realizing that they’re arguing against their own transformation. And most of the time, they’ll get back on track with selling themselves.