03/09/2026
I use what I call the Pendulum Theory a lot with my clients.
We tend to swing from one extreme to the other.
With sales, it can look like:
“I need to get them to say yes.”
⬇️
“I don't want to sell because I don't want to be salesy.”
Neither feels very good.
The middle? Curiosity.
What do they actually need? What do they want? What are they trying to solve? And are you actually the right person to help?
Sometimes they’ll buy. Sometimes they won’t.
The goal isn't to swing harder in the opposite direction.
It's to recognize where the pendulum is and find what actually works.