You know the feeling. The sales conversation is flowing, the prospect is nodding, and you can feel they’re ready to work with you. Then, just as you think it’s a done deal, they hit you with the words that make your stomach drop: "Let me think about it." And then... silence. They ghost you. That "almost yes" can knock your confidence more than a straight "no," leaving you replaying every word, wondering what you did wrong.

But what if I told you that when a prospect says "let me think about it," it's rarely about your offer, your price, or your timing? Those are just surface-level reasons masking what's really going on underneath: uncertainty. And that uncertainty is created by two patterns that are entirely within your control to fix.

In this episode, I'm pulling back the curtain on the two hidden reasons your sales calls are ending in hesitation. We'll explore the "underpriced offer" and how your own lack of certainty is making it harder for clients to trust you. Then, we'll dive into the "undersized client trap" and why saying yes to lovely but unready clients is draining your energy and shrinking your potential. This episode is about helping you stop chasing ghosts and start creating clean, confident decisions—because clarity always wins over persuasion.

Key Takeaways

1. Why is lowering your price to "make it easy" for a client actually making it harder for them to say yes? Discover the counterintuitive reason a cheap solution feels suspicious when the problem is expensive.
2. Are you falling into the "undersized client trap"? Learn why the kind, grateful clients you love to help might be the very ones keeping your business from growing and leaving you feeling busy but not building.
3. What’s the one thing prospects can feel, even if they can't explain it, that instantly creates doubt in your offer? (Hint: It has nothing to do with the price and everything to do with your energy).
4. When a prospect says, "Let me think about it," what's the calm, confident question you can ask that immediately repositions you as a leader, not a salesperson?
5. Discover why "underpricing" and working with "undersized" clients are two sides of the same coin, both stemming from a single root cause that is costing you your freedom and growth.

Want more freedom and higher profits in your firm? Download the free Value Pricing Toolkit here: ⁠⁠⁠⁠⁠⁠https://info.businessadvisoracademy.com/toolkit⁠⁠⁠⁠⁠⁠

It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.