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Getting potential clients to become paying clients can’t happen without this missing link. 

Clients only buy when there’s a need for them to change from where they currently are to what life would be like with your product or service. 

But how do you use this to your advantage without manipulation or chasing after potential clients and prospects to get them to buy?

In this short episode, listen in to find out the critical place where sales actually happen.


Biggest Takeaways:

  • You must sell in the gap 
  • If your clients are not missing anything, they don’t need your product or service they won’t buy from you
  • When you create too little of a gap, it means that your clients feel like they can fix it on their own.
  • Using my Goldilocks Framework
  • Your offer is the bridge from where they are now to where they want to be
  • The Time Is Now
  • Selling is about more than solving problems for your ideal clients 



  • What You Must Do [02:25]
  • The Goldilocks Framework [03:05]
  • What’s Going to Create Goldilocks Opportunities [05:23]
  • The Snowflake Analogy and Human Behavior [06:19]
  • Why Consistency and Building Relationship with your Client is Important [08:31]
  • How to Create Brand Reputation and Goodwill [10:12]
  • The Time Is Now [10:59]
  • The Bigger Issue [11:33]

Be sure to tag me on social @susanmcvea and let me know what problem you solve for your peeps!

Sponsored by:

Sales Mastery Society: Join my exclusive inner circle of ambitious, driven entrepreneurs wanting to master their sales, create more impact and help more people with their business. Learn more about my 4 step framework and repeatable sales system that helps you attract, convert and retain more clients over here. 👉🏼

Resources to Help You Master The Sales Game!

They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊


  1. Selling to Her – grab my quick assessment to figure out how well you’re currently selling to women as well as how to get my help to close the gaps! Grab your copy now.
  2. 6-Figure Blueprint – With this blueprint, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Make those $10K+ income months a reality and leave the struggle, overwhelm and burnout behind. Grab your free copy now.
  3. Turn “I Can’t Afford It.” Into “Sign Me Up!”Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.
  4. Top 5 Secrets To More YES’es – Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you’re done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!


Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.


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