Published: February 25, 2025
Written by: Stephan Koning - LinkedIn
Warning: This isn't your typical "always be closing" advice. Most sales "experts" will tell you to chase every opportunity and master negotiation tactics. They're wrong. Here's what actually works...
Ever wonder why some salespeople close massive deals without seeming to sell at all? Here's the uncomfortable reality: your aggressive closing techniques and negotiation scripts are killing your deals. What nobody tells you is that the best deals happen when you stop trying to sell.
The truth? Most sales training is backwards. They teach you to chase, convince, and negotiate. But here's what actually works – a counterintuitive approach that most sales leaders are too afraid to try.
Unlike most experts who push persistence and negotiation frameworks, this approach is brutally simple. Say "no" more. Set firm terms. Give away knowledge freely. It's not sexy, but after closing deals for a decade, this is what actually drives bigger contracts.
• The harsh reality: Chasing deals makes you look desperate
• What nobody admits: "No" is more powerful than "yes"
• The data doesn't lie: Firm terms upfront close deals faster
• Uncomfortable truth: Your negotiation skills are hurting you
• Real talk: Expertise beats persuasion every time
This might offend some sales managers, but here's what actually works:
• Stop chasing every opportunity
• Set non-negotiable terms upfront
• Give away 99% of your knowledge
• Let prospects sell themselves
• Walk away from mismatched deals
• Control the pre-negotiation phase
Most won't admit this, but traditional sales tactics are dead. Try this framework instead. Your close rates will improve - even if your pipeline temporarily shrinks.