4d • Daily Wisdom
The missing link in Sales:
Most salespeople do not lose deals at the start.
They lose them at the end.
It usually sounds like this:
“I’ll leave that with you, shall I?”
“Let me know once you’ve had a look.”
“I’ll give you a couple of days to think about it.”
“No rush, just come back to me when you’re ready.”
Sometimes it is triggered by the buyer saying:
“Let me think about it.”
“I need to run it past someone.”
“I am not quite sure yet.”
What happens next?
The salesperson backs off.
Hands over control.
And walks away.
Not because the deal is wrong.
But because they are uncomfortable asking one final question.
The biggest single impact I have had on SME growth is teaching people this discipline:
Close in the meeting.
One clear question.
One decision point.
One moment of courage.
When people learn to do that, properly, turnover often doubles.
Same leads.
Same pitch.
Different outcome.
Learn to close.
Or accept that braver people will close the deals you worked for.
Be honest.
Do you ask for the order,
Or do you soften it and step away?
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3 comments
The missing link in Sales:
skool.com/thegrowthsyndicate
The Growth Syndicate:
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