In sales, I often see teams fall into one of two extremes when closing: too aggressive or too passive. In this week's video, we explore the two extremes to uncover if one is better than the other, or if there is an alternative approach.
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Too Aggressive: It's all about "close, close, close" — pushing buyers across the line and leaving them uncomfortable. The knock-on effect? Salespeople feel disconnected from their purpose, which is to help clients solve problems. Potential clients feel pressured and, usually, walk away.
Too Passive: Some salespeople engage well, ask great questions, and identify challengesbut they stop short. They "float" solutions and leave it at, "You have a think and get back to me." We all know what happens next: life gets busy, and decisions are delayed indefinitely.
So, what’s the solution? The Middle Ground or, maybe, we should call it “The Goldilocks Close” — the "just right" temperature where you’re guiding clients forward without pressure but also not leaving them to drift into no-decision-land.
This balanced approach builds trust, makes selling more sustainable for the team, and ensures clients feel supported — not forced.
Sales isn’t about making people buy; it’s about helping them buy.
When you find that middle ground, everyone wins.
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