Don’t Be “THAT” Salesperson

Closing more business isn’t about becoming a pushy closer who chases signatures like a dog chasing a car. It’s about clarity, confidence, and creating undeniable alignment between what you offer and what your buyer needs. It’s about serving your prospect.

So how do the best closers do it?

They don’t “pitch.”
They position.

They don’t “follow up.”
They follow through.

They don’t “overcome objections.”
They preempt them.

Here’s the truth: people don’t buy when they understand you.
They buy when they feel understood.

If you want to close more deals:

1. Qualify better. Stop wasting time with leads who aren’t a fit. Be respectfully ruthless with your pipeline.

2. Own the process. Guide, don’t just wait. Buyers want leadership, not ambiguity. Use a proven, repeatable process. Don’t “wing it.”

3. Anchor to outcomes. No one cares about features. They care about transformation. Show them the before and after. Help them to clearly see What’s In It For Them.

4. Use urgency honestly. Deadlines should be real, not manipulative. Scarcity works—but only when it’s true.

And finally – “close” early, not late.
A great close doesn’t happen at the end. It’s baked into every conversation, every aligned insight, and every ounce of trust you build along the way. This DOES NOT mean “Always be closing.” It means if you do everything in the process right, the close should be easy and natural.

The more value you create up front, the easier it is to ask for the yes. ANd the easier it is for the prospect to give it to you.

So stop “selling.” Start solving and serving.