Closing a deal isn’t about pressure, persuasion, or pushing someone into buying something they don’t need. That kind of old-school sales tactic might win in the short term, but it kills trust—and trust is the true currency of business.
Too many salespeople focus on commissions instead of the mission. They chase quotas instead of quality relationships. But when you shift your mindset from getting to giving, everything changes.
You stop trying to sell. You start solving.
And when you become a problem-solver, deals close themselves. The value becomes so clear, so aligned with what your client needs, that moving forward is the obvious next step.
The Best Closers Are Givers
The top closers I know aren’t aggressive—they’re aligned. They don’t manipulate; they illuminate. They serve first, and the sale becomes a byproduct of that service.
Here’s how they do it:
1. Focus on relationships, not transactions.
Would you rather make one sale today or gain a client who sends you ten referrals over the next year? Real closers think long-term. They show up with a genuine desire to help, asking, “How can I serve this person, even if they never buy from me?”
2. Ask better questions.
Great salespeople don’t pitch—they ask. The right questions guide people to their own answers:
- Would it help you if…?
- Do you know anyone who could help me?
- Can you see any reason you wouldn’t want to move forward?
These questions build trust, uncover needs, and eliminate objections without pressure.
3. Master the follow-up.
Eighty percent of deals are closed in the follow-up. But follow-up isn’t about “just checking in”—it’s about bringing more value each time.
Here’s a simple follow-up framework that works:
- 24 hours after the meeting: Send a recap with key takeaways.
- 3 days later: Share a relevant case study or success story.
- 7 days later: Provide new insights or updates.
- Every 2 weeks after: Stay top of mind with valuable content.
Every touchpoint should feel like a gift—not a nudge.
Give Consistently, Win Consistently
Sales done right isn’t about convincing people. It’s about helping them make the best decision for themselves. When your intention is rooted in value, not volume, you attract the right people, build lasting relationships, and create momentum that compounds.
So stop chasing the sale—and start serving the solution. When you lead with empathy, give without expectation, and follow up with consistency, you don’t just close deals.
You open doors.
P.S. If you're interested in a Free signed copy of my book, just email me directly at david@dmeltzer.com or click HERE