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THE CLOSER

Issue #24 · Tuesday, Jun 10 · 4 min read

A specific sales situation — a stall, a lost deal, a conversation that went wrong. Real and recognisable. You’ve been here before.

The standard response — and exactly why it fails. This is the insight before the insight. Understanding the mistake makes the solution obvious.

The specific approach — what to say, what to do, and why it works. Not theoretical. Drawn from a real deal or a framework proven in the field.

One specific action. A script to use on your next call. A question to ask in your pipeline review today. Something you can do before Tuesday becomes Wednesday.

The whole issue condensed to one sentence. For people who forward it to their team, write it in their notes, or screenshot it and come back to it next week.

Issue #01 · Jan 7

The Discovery Question Most Reps Skip — and Why It Kills the Deal Later

Why asking “what happens if you don’t solve this?” is the single highest-leverage question in any discovery call — and why most reps never ask it.

Issue #02 · Jan 14

How to Respond to “Send Me Some Information” Without Losing Momentum

The classic stall explained — why “sure, I’ll send it over” is the slowest way to kill a deal, and what to say instead.

Issue #03 · Jan 21

The Mutual Action Plan — The One Tool That Cuts Your Sales Cycle by 30%

Why deals stall after the proposal — and how a one-page shared document keeps both sides accountable to a close date.

Issue #04 · Jan 28

Why “We’re Happy With Our Current Supplier” Is Never About the Supplier

The incumbent objection decoded — what it actually means, and the four approaches that open a closed door without attacking the competitor.

Issue #05 · Feb 4

The Pipeline Stage Your CRM Doesn’t Have — and Why You’re Losing Deals Because of It

The missing stage between “proposal sent” and “closed won” that accounts for 60% of stalled deals in B2B sales.

Issue #06 · Feb 11

Chris Voss’s “That’s Right” Technique — and How to Use It in Your Next B2B Negotiation

The difference between “you’re right” and “that’s right” — and why getting your buyer to say two words is more powerful than any closing technique.