“How will I get everything else done if I spend this money?”
I hear a version of that sentence on sales calls every week.
This month, it was mine.
I’d been thinking about joining a room filled with sales veterans.
- People closing more deals than me.
- Building bigger businesses than me.
- Living the kind of life I want to build.
I wanted to be there, but every time I looked at the cost, the same thought came back.
“How will I get everything else done if I spend this money?”
From a logical standpoint, waiting made perfect sense. → Wait until the finances look better. → Wait until work slows down. → Wait until the timing feels right.
Except that timing never really announces itself.
Earlier this month, my coach, Bruno Nwogu, ran a session that left all of us fired up.
You know those sessions that you leave convinced you’re about to change everything.
Then Monday comes, life resumes, and the motivation quietly fades.
That happened to me too.
Then last Friday, I took a break from work and opened YouTube.
A woman was sharing her journey in high-ticket sales.
5 minutes in, she said something I couldn’t ignore.
“To get something I’ve never gotten before, I have to do something I’ve never done before.”
That was it.
Later that night, during my usual 10 p.m. role-play session with my friend, Samuel Pelumi, I told him I was going to do it.
He didn’t try to convince me, he simply encouraged the decision I’d already made.
By the end of that call, one big decision had become two.
Three days later, closers earning over $20k a month had already reviewed my processes and shown me blind spots I couldn’t see on my own.
My only question now is: Why did I wait so long?
That experience reminded me of something I see on sales calls all the time.
When a prospect says, “I need to think about it.”
They’re usually not trying to avoid the conversation.
Their hesitation makes sense. Mine did too.
They’re weighing risk, thinking about what they’ll have to give up.
Trying to protect what they already have.
What they often need isn’t more information, what they need is enough certainty to act despite the uncertainty.
- Sometimes that’s a mentor.
- Sometimes it’s a trusted friend.
- Sometimes it’s the right salesperson asking the right question at the right moment.
That’s the seat I try to occupy on every sales call.
The goal is not to pressure people into a decision, but to help them stop delaying the decision they already know they need to make.
Growth rarely feels comfortable.
If it did, it probably wouldn’t be growth.