Why I Don’t Sell Like I Used To (And What True Leadership in Sales Looks Like in 2025)

Let’s get honest: I don’t sell like I used to. My clients don’t buy the same way either.

If you’ve felt that “old” tactics—countdown timers, fast-action bonuses, urgent early-bird offers—just aren’t landing anymore? That’s not failure. That’s the market evolving. And you’re not alone.

Why Everything’s Slower (and Smarter) Now

The past year has changed how people buy. Your clients want to binge your content before they invest.

They’re taking longer, asking more questions, filtering out the hype. Why? Because they’re more discerning.

They’ve seen too many overhyped launches and underwhelming results.

Buyers aren’t making snap decisions anymore. They’re looking for safety, consistency, and proof you actually know your stuff. It’s not about “moving them quickly”—it’s about making them feel safe enough to say yes in their own time.

Your Buyer Has Grown Up (And That’s Good News)

Maybe you’re in a niche where people “age in and age out”—like weddings or kids’ services. The journey’s still short, and fast conversions might work. But for most B2B or seasoned service businesses? The game has changed.

It’s less about getting a quick yes, more about nurturing real trust. That’s where true experts (like you!) have an edge. If you know your stuff, people will see through the fluff. A two-hour “TED talk” on your zone of genius? Buyers will know instantly if you’re the real deal.

Selling Isn’t Screaming—It’s Creating Conversation

The old set-and-forget launches are gone. Buyers now expect agility, real connection, and honesty from sellers. They’re afraid of being burned, so they move slower. They’re watching for misalignment, over-promising, or any hint you’re just after a quick sale.

What does this mean for your business?

• You must build trust long before you ask for the sale.
• Invitations, not pressure. Conversations, not campaigns.
• Address objections and real challenges in your content—before you even pitch.

How I’m Selling Now: Personal, Patient, and Deeply Human

Here’s what works for me (and my clients) now:

• Waitlists first: I treat my waitlist like VIPs—early access, real perks, personal insights. It’s not just a name in a spreadsheet.
• Two-step launches: A masterclass to bring people in, then an open house for transparency and real answers.
• Layered, real urgency: Limited spots, real caps—not manufactured FOMO.
• Human touch: Picking up the phone, sending voice notes, checking in on birthdays and big life events.
• Longer runways: More time for nurturing, more space for questions, and zero pushy sales tactics.

Sales in 2025 is about trust—plain and simple. How many more touchpoints and conversations can you add before the sale? How can you show you’re invested in your clients’ goals and lives?

Leadership Looks Like… Connection, Not Crowds

True leadership isn’t standing in front of a Zoom full of strangers. It’s knowing your clients’ names, their kids, their wins, and their struggles. It’s being invested—not just in their business, but in their whole life. That’s where trust (and loyalty) is built.

If you’re feeling lost, ask yourself:

“Am I selling in a way I’d want to be sold to?”

If not, it’s time to slow down and build the connection you’d want on the other side of the screen.

Build What You Want to See—12 Months From Now

It’s noisy, it’s crowded, and the market is maturing fast. The old ways aren’t wrong—they’re just not working anymore.

Lean into the new model: trust, patience, human-first leadership, and real relationships. That’s what will define your business and your results in the next twelve months.