If you’ve ever learned a sales strategy and immediately felt that quiet internal “ugh… no” — this episode is for you.

In this conversation, I’m pulling us out of tactics and into context. Away from offers, launches, and formulas—and into the deeper current that shapes how selling actually works.

This episode is about influence: where the concept really came from, what it was meant to explain, and how it got twisted into pressure, urgency, and performative marketing in the online space.

We talk about why so many people feel conflicted about selling, why urgency became the default move, and how awareness (not more rules) is the key to building a business that feels ethical and effective.

This isn’t about fixing yourself.

It’s not about burning anything down.

And it’s definitely not about memorizing another framework.

It’s about discernment — so you can sell in a way that respects you and the people you want to work with.

What you’ll hear in this episode:

1. (00:01:) Why noticing sales pressure everywhere is a sign of growth — not a problem
2. (00:03) Where influence theory actually came from (and how it got twisted online)
3. (00:05)The difference between understanding behavior and controlling it
4. (00:07) Why urgency became the loudest — and laziest — tool in online business
5. (00:09) How audience sophistication has changed decision-making
6. (00:11) The real issue most businesses are dealing with (hint: it’s defaulting)
7. (00:12) The line between influence and pressure — and why intention matters
8. (00:14) Why this isn’t about “should I use urgency or not?” but something deeper

Resources & Links Mentioned:

1. Robert Cialdini — Influence: Science and Practice
2. Ask Me Anything About Business: https://traciepatterson.com/ama

Your Next Steps:

1. Work with Me: https://www.traciepatterson.com/connect
2. Ask Me Anything About Business: https://traciepatterson.com/ama
3. Free training: Build a launch that fits how you actually lead 👉🏼 https://traciepatterson.com/style
4. Connect on Social: https://www.instagram.com/thetraciepatterson

CREDITS:

Music ColourfulSounds

Podcast Editor Maia McLachlan

Photo WorkPlay Branding