Do you find yourself holding back for fear of selling too hard?
In his latest post, Dean addresses a common problem among service professionals stepping into the doer/seller role: holding back and downplaying powerful language. He emphasizes the importance of investing in presence, using persuasive techniques, and unleashing compelling language for high-impact results.
Visit our shortlist interview support page here to get more help on selling what you’re selling.
In professional services, many of us build our careers around guiding clients to solutions. We pride ourselves on being consultative rather than pushy. We help clients make the right decisions and take ownership of them. That’s a great strength—until it isn’t.
There are moments when holding back doesn’t serve us. I see it all the time, especially in high-stakes presentations and interviews. Professionals who are smart, experienced, and capable of leading confidently downshift. They soften their language, flatten their delivery, and turn powerful recommendations into neutral information.
This shows up in two ways. First, there’s a failure to use power words—those decisive statements that communicate confidence, conviction, and clarity. Second, there’s a failure of presence—a reluctance to step forward energetically and own the message. It can feel “too salesy” or unnatural. But in moments when you’re pitching work, recommending a direction, or trying to inspire confidence, you are selling.
Yes, there are plenty of times to inform, to educate, or to lay out options and let your client decide. But there are also moments that call for leadership in persuasion. When you’re in an interview or a competitive pitch, you’re not just explaining ideas—you’re championing them. You’re showing your belief in your solution, your team, and your value.
So, I encourage you to pay attention to when you hold back—when you convert a bold recommendation into a safe statement. Notice when you flatten your performance because it feels too strong or too promotional. Those are the moments to lean in instead.
When the time comes to sell—your idea, your service, your firm—sell what you’re selling. Bring your conviction forward. Use power words. Let your presence match your belief in what you’re offering. That’s not being pushy—it’s being persuasive. And sometimes, that’s exactly what leadership requires.
Receive weekly posts of insight and inspiration.
No Comments yet!