Most deals do not fall apart at the beginning. They slip away in the final moments, usually because the salesperson feels the pressure to push instead of letting the buyer decide. When tension rises, skill often gives way to old habits, and buyers can sense it instantly.
That is exactly what happened to Tim.
It was 4:30 p.m. on a Friday, the last day of the month. Tim had been trying to close a deal for two hours. If he got the signature, he would hit his quota and earn a bonus. The pressure was on.
“So,” said Tim, “I probably shouldn’t tell you this, but I will.”
“Tell me what?” asked the prospect.
“Monday starts a new month, and prices go up 10 percent. If you sign now, I can lock in today’s rate.”
The prospect laughed.
“Tim, I used to be in sales. The impending event close does not work on me. If I hand you a check Monday for today’s price, you will take it, will you not?”
Tim hesitated.
“Well…”
“Please do not pressure me,” the prospect said. “Every salesperson has tried that one.”
By the time the conversation ended, the deal was lost.
The Problem: Familiar Closing Techniques Breed Contempt
Most buyers have heard every classic close in the book, including the Ben Franklin, the Assumptive, the Impending Event, the Puppy Dog. Even if they do not know the formal names, they have felt the pressure.
And when buyers feel pressured, they push back. That resistance kills trust and turns potential deals into stalled opportunities.
Familiarity breeds contempt. Rely on tired closing lines, and you breed prospect contempt.
The Better Way: Shift the Responsibility to the Prospect
When you reach the end of a sales conversation, resist the urge to close.
Instead, ask a simple question, exactly as it is worded here:
“What would you like me to do now?”
Then stop talking. Wait for their response, no matter how long it takes.
This question accomplishes three things:
It feels natural and non confrontational.
It keeps you in control without pressure tactics.
It encourages the buyer to own the next step.
What you hear will surprise you. Many prospects will reveal what is holding them back, or even move the sale forward themselves.
Why It Works
Prospects recognize when they are being sold. Using manipulative or outdated closings reminds them of every pushy salesperson they have ever met.
But when your approach feels different, authentic, conversational, and buyer driven, they cannot automatically reject you. That shift lowers resistance and increases your odds of winning the sale.
Instead of memorizing twenty five closing tricks, master one powerful question that places responsibility where it belongs, on the prospect.
Take Action: Learn How to Close Without Pressure
If you are tired of chasing decisions or losing deals to think it over, it is time to change your approach.
Gerry Weinberg and Associates helps sales professionals replace outdated closing tactics with modern, consultative techniques that build trust and drive results.
Close more deals with confidence and integrity.
Contact Gerry Weinberg and Associates today to start your sales transformation.
