You’ve read the books. You’ve attended the courses. You know what you’re supposed to do. But when it’s time to have the conversation, something holds you back. You hesitate. You over‑explain. You wait for the perfect moment that never comes.
The common explanation is “mindset.” But that’s a fuzzy word that doesn’t tell you where to look or what to fix.
What if the resistance isn’t a mystery? What if it’s made of specific, identifiable patterns—and once you know how to name them, you can dissolve them?
Over years of coaching non-sales and technical professionals and subject matter experts, I’ve seen the same patterns appear again and again. These are the hidden blocks that separate people who seem “natural” at selling from those who struggle—even when they have the same knowledge, skills, and tools.
I won’t name them here. Because context matters. A TLDR article cannot replace a 3-day training. They belong inside the program, where we go deep into how to identify and dissolve them. But I can help you recognise when one of these blocks is showing up for you.
How to Spot a Hidden Block
A block isn’t a lack of skill. It’s not a personality flaw. It’s a protective pattern—often formed early, reinforced by experience, and now quietly sabotaging your efforts. In my book, The Structureless Potential, I describe how a "block" is actually a signal that the potential is hitting a ceiling and needs to breakthrough.
You can spot a block by noticing what happens right before you would take action.
The Hesitation
You’re in a conversation. The prospect is warm. You know you should ask for the next step. And then—a pause. You tell yourself you’ll wait for a better moment. You fill the space with more information. The moment passes.
This hesitation isn’t about technique. It’s a block surfacing.
The Justification
You set a goal—more clients, a higher fee, a new offer. Then you catch yourself explaining why it’s okay to stay where you are. “I’ll do it when I’m ready.” “Let me finish this first.” “It’s not the right time.”
The justification sounds rational, but underneath is a block that doesn’t want you to move forward.
The Downplaying
Someone asks about your work. You mention it, then quickly add something to lower expectations. “It’s just a small thing.” “Anyone could do it.” “I’m still figuring it out.”
This isn’t humility. It’s a block that doesn’t want you to shine.
The Discomfort with Transactions
You’ve done the work. The value is clear. The prospect is ready. And then you feel a subtle tightness when it’s time to name the price or ask for the signature and the commitment. You rush past it, or add extra value to “earn” it.
This is a block around closing a sale —and it’s one of the most common among people who are used to solving problems quietly.
The Weight of Past Attempts
You’ve tried before. You’ve set goals. You’ve invested in training. And something didn’t work out. Now, every time you approach a new goal, a part of you remembers. It whispers: “This didn’t work last time.” “Why would it be different now?”
This isn’t realism. It’s a block built from past goals trauma—and it keeps you from fully committing.
Why Naming Matters
Most people try to overcome these blocks with willpower but repeatedly collapsed loops carries debt. They tell themselves to think positively, to push through, to “just do it” while the debt and stress collects underneath. And sometimes that works — for a day. But the block is still there, waiting for the next opportunity to show up.
The first step to dissolving a block is to see it for what it is: not a character flaw, not a lack of talent, but a protective pattern that was set in place long ago.
When you can spot the block, you can separate yourself from it. It’s not “I’m bad at sales.” It’s “I have a block showing up right now.” That distinction changes everything.
A Block Is Not A Bottleneck
A bottleneck is an area you need more structure, knowledge and systems and to go see things from one level higher in order to solve the bottleneck and delays. A block is something you do not need to learn anything new - you have to go one layer down to listen to call to alignment. Once aligned with truth, it leads to near instant clarity.
What to Do Once You’ve Spotted a Block
Once you’ve noticed a block surfacing, the work begins. Not with willpower, but with awareness. Awareness is the first step to change and clarity leads to action.
· Ask what it’s protecting. Every block has a positive intention. What is yours trying to protect you from? Disapproval? Failure? Feeling exposed? · Ask what it’s costing you. If this block stays in place for another year, what will it cost you in income, opportunities, or peace of mind? · Ask what you’d rather have instead. When the block is no longer running the show, what becomes possible?
These questions aren’t about fixing anything immediately. They’re about shifting your relationship to the block—from something you’re stuck in to something you can observe.
Going Deeper
The patterns I’ve described here are just the surface. Inside this program, participants go through a structured process to identify their own hidden blocks and learn a self‑coaching method to dissolve them — not by fighting them, but by understanding what’s underneath. This is the difference between someone who gets results this year versus someone who is still stuck 5 or 20 years from now.
If you’ve recognised yourself in any of these patterns, you’re not alone. And more importantly, you’re not broken. You’re simply carrying a pattern that can be seen, named, and released—once you know how.
Ready to identify and dissolve the blocks that have been costing you sales? [Register now for the upcoming event →]