The Sales Mystique

The Sales Mystique I work with small business owners who want to make purposeful professional relationships that get them more clients and forget that they're selling.

Yesterday I was both emcee and speaker at the Restore to Rise conference here in Columbus, Ohio. It was a phenomenal eve...
04/30/2026

Yesterday I was both emcee and speaker at the Restore to Rise conference here in Columbus, Ohio. It was a phenomenal event, and unlike other conferences I’d been to.

As professionals, we spend a lot of time learning. And learning is important. But here’s the thing: learning external information... we understand its value and we make time for it.

But learning about ourselves and what we need to truly take care of ourselves (I’m not talking “self-care” as the superficial thing it’s come to be known as)... that’s something we put off and off and off.

Yesterday I spent the day with over 100 dedicated leaders who knew that the best way to success was to pour into themselves. And my friends and Dominique, who organized this event... they delivered.

Dozens of interactive and engaging vendors providing a wide variety of ways to take care of ourselves, body, mind, and soul. A lineup of speakers to cause us to pause and look deeper at what’s really going on and how we can internally shift to show up stronger and more ourselves.

My piece of that puzzle was permission. Permission to be fully, unapologetically YOU, especially when it comes to selling and showing up in your career. Your Trust Style is a great place to start. Find the quiz at TheSalesMystique dot com/quiz.

Whew! It was an amazing ride. I’m so thankful to have been a part of it!


Date night and scavenger hunt!
03/28/2026

Date night and scavenger hunt!

Every late winter, as I grow desperate for summer’s warm rays, I look out at my yard knowing the very first signs of spr...
03/18/2026

Every late winter, as I grow desperate for summer’s warm rays, I look out at my yard knowing the very first signs of spring are coming.

Three years ago, we crawled around on hands and knees tucking small bulbs under the turf all throughout the yard. We waited five months for the first rewards. And now they return every year.

People come to me all the time saying, “I need clients, like, yesterday. What can you do for me?”

And I ask: “What did you do to plant the seeds six months ago? What have you done to make sure those seeds are still growing?”

Sales isn’t a magical button you push. It’s not a well-crafted formula you execute. It’s not the right prompts into an AI agent.

Sales is person to person. Trust built one small step at a time. It’s seeds planted. It’s weeding. It’s watering. And one day, a harvest. It’s not magic. It’s consistency and attention.

Ready to demystify YOUR sales?

Business owners hire me not because I hand them scripts or tell them to integrate a bunch of software. I look at how YOU are already building trust and teach you to do it better: more purposefully, more confidently.

Start with a Sales Audit. Stop guessing what’s working and where you’re quietly losing clients.

03/04/2026

This example of know your clients and what they need from you. And stop trying to be all things to all people. Ben the Handy Homo in New York City may have stumbled onto the perfect business cheat code for his area. (maybe it wasn’t a stumble, but I’d love to ask him about what BS advice he might have gotten along the way that wasn’t nearly as effective as these posters).
This wouldn’t work in Columbus Ohio where I am. It wouldn’t work in a lot of places... and in some places like NYC its actually the PERFECT option. By putting up physical posters he is telling people “I am real, I am here in this community with you and you may even already know someone who I have helped”. INSTANT trust established. Trust is the key to getting clients. At the end of the day, Trust is all that matters. And he found a way to do it that a website can’t. (He does have a website, he does have an instagram, as you can see in the tag... but likely just having these posters up has done more for his ‘brand awareness’ than anything else). Kudos to you! I hope you a wildly successful and fulfilling business.

02/16/2026

You can’t see what’s happening inside your prospect’s mind. 🧠

You’re having conversations, sending follow-ups, showing up at events. But you have no idea if you’re actually building trust or accidentally breaking it.

Here’s the thing: trust-building isn’t some vague concept. It’s a series of specific actions that move someone through three distinct stages of their buying journey. Some actions deposit trust. Some withdraw it. And if you don’t know which is which, you’re basically guessing.

The tricky part? You can only recognize where someone is in their journey by paying attention to THEIR actions. What they say. What they ask. What they’re ready for.

When you understand that, you can match your actions to their stage. You stop pitching too early (hello, red zone ❌). You stop waiting too long when they’re actually ready. You build trust intentionally instead of hoping it happens.

So here’s my question: Do you know what actions are required of you in each stage of the buying journey?

Because if you’re acting like someone’s in the green when they’re still in the red, that’s why they’re not buying.

01/28/2026

Love and trust are built the same.

We focus on relationship advice for romantic partners, but trust is the platonic version of love in every other kind of relationship. Professional. Familial. Friendship.

Whether you’re looking to gain clients or build a supportive network of friends who know and like you (and you them), the magic ingredient is the same.

Be you - what is YOUR trust superpower?

During the September NAWBO luncheon, we had Casey Brown share with us some powerful lessons around pricing in your busin...
09/25/2025

During the September NAWBO luncheon, we had Casey Brown share with us some powerful lessons around pricing in your business.

This particular quote really resonated with me... "doubt in your promises masquerades as price sensitivity".

This is a BIG reason I tell people that learning to "overcome objections" is not the solution you think it is. Because when objections are voiced, they're never the real problem.

What they're really saying is: "I need clarity before I buy"...

OR "I don't trust you can do what you've promised".

Think of it like this: when you doubt whether your favorite restaurant can actually make that amazing dish they promised, you're not really concerned about the $55 price tag. You're worried about being disappointed. It boils down to …

Trust.

The thing that 99% of sales programs DON'T teach you how to develop. Because trust isn't something that comes from a formulaic process. Its more "wibbly wobbly" than that. But at its core, its about building a genuine relationship with the person where vulnerability can be revealed.

What's YOUR biggest challenge when it comes to building trust with potential clients? Drop it in the comments and let's chat about it!

If you live or operate a business within the City of Columbus and you KNOW sales is your weak spot... this one's for you...
09/16/2025

If you live or operate a business within the City of Columbus and you KNOW sales is your weak spot... this one's for you! 👆

The Fall Cohort of SMASH your sales goals is taking applications NOW. (Kicks off in TWO WEEKS!)
Don't let sales be the thing stopping you from serving the people who need what you offer.

Past SMASH cohort testimony:

Taking the Smash Pricing Strategy course has been a game-changer for me and my business. As a small business owner, I’ve taken many courses before, but this one stands out for its clarity, structure, and practical approach to pricing strategy and boosting sales.
Every module is packed with actionable strategies that I was able to apply immediately.
The Smash Sales Strategy course helped me gain valuable knowledge on how to distribute my products to other stores for showcasing. It gave me clear steps and the confidence to expand my reach beyond direct sales. I highly recommend it to any small business owner ready to grow smarter and reach a broader audience.
A. Astrid Coffi
Owner and Founder of Coffico African Beauty and Fashion

Sound like it might be exactly what you need right now? Comment SMASH and I'll send you the application link!

09/11/2025

I say this advice ALL THE TIME, so hearing Shawn Karol Sandy echo the exact same thing? Chef's kiss 👌

But I'm not going to tell you what it is here. You'll have to watch the clip. (Wink wink.) 😉

What I WILL tell you is this: I can spot someone who's forgotten this fundamental sales principle from a mile away. Their conversations become purely transactional. They're so focused on getting to their pitch that they completely miss what the person actually needs.

And when that happens? Congratulations, you just became a commodity. Your prospects will shop you against every other option because you never gave them a reason to see you as anything special.

The advice in this clip? It's not just nice to have. It's a REQUIREMENT if you want to avoid the commodity trap.

So... did you catch what it was? It's more than remembering it, its about creating ways to implement it. What's one way you make sure to keep the curiosity and avoid the transactional trap?

If you want to see the full conversation, you can find it on my YouTube channel.

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