Let’s set the record straight: “Closing the sale” in hard sell fashion (you win & the buyer loses) is an outdated concept. Unfortunately, it’s still practiced by some—as I experienced when considering buying a new vehicle recently. And those so-called “20 Secrets to Closing Every Sale”? Forget them. If someone’s still trying to teach you tricks or tactics to manipulate a “yes” response, it’s time to walk… fast.
Today’s buyer is better informed, more discerning, empowered, and allergic to pressure. They don’t want to be sold; they want to be understood and assisted to make a “buying decision.” They want to work with professionals who understand their needs and desires, solve real problems, and deliver value consistently. That’s where our Sales Diamond™ comes in.
Here’s an inside look at some of the key concepts from my program that enable sellers—you—to lead your prospects and customers to an “informed buying decision.”
I’ve taught and live by this myself: People want to buy, not be sold!
Here’s a mini virtual coaching session on closing I hope you find helpful.
The Power of the Sales Diamond™: Why Commitment Beats Closing
If you’re using the Sales Diamond™ effectively, you don’t need “closing lines.” Your customer “closes” themselves because they see the fit, they trust you, and believe in your solution.
Commitment isn’t a surprise at the end of the process; it’s the natural outcome of doing things right from the beginning.
Common Closing Mistakes Salespeople Still Make
- Over-talking at the finish line. The customer says, “Let’s move forward,” and instead of sealing the deal, you keep pitching.
- Forcing a close with outdated scripts. Phrases like “What would it take to get you to buy today?” scream desperation. I see these on “cheat sheets” on LinkedIn that present tips and tricks taught in the 70s and 80s.
- Ignoring buying signals. When a client starts asking about implementation or timelines, that’s your cue—they’re ready.
- Making it confrontational. Commitment shouldn’t feel like an in-your-face negotiation. It should feel like an invitation to collaborate.
Gain Commitment the Right Way
If your solution genuinely aligns with their needs and your prospect or customer wants to buy, your job is to guide them to the decision—not force it.
Start with a simple recap of how your products, services, and solutions address their challenges, pain points, goals, and aspirations. Then, prompt a decision with a question or a confident recommendation.
Use Commitment Statements
Sometimes, the most effective way to gain commitment isn’t a question—it’s a statement.
If you’re 100% confident your solution is right for the customer, lead boldly by recommending what is in their best interest.
But remember: Only use this approach when you’re absolutely certain the solution is right for the customer. This is about service, not self-interest.
Know When to Stop Talking
Don’t drop the ball after the customer says yes. If your buyer says, “I’m ready,” the only appropriate response is:
Saying “Thank you,” and following up with action.
No more pitches. No more convincing. Just confirm next steps, lock in details, and make the transition to delivery seamless.
Finish Strong: The Little Things Matter
Once commitment is secured, don’t lose momentum.
Send a clear summary email outlining:
- What’s been agreed
- Next steps
- Timelines
- Payment terms
- Key contacts and communication plans
This reinforces trust and keeps expectations aligned. It also shows your professionalism—something customers remember and refer.
Professional Salespeople Gain Commitment, Not Just Sales
The top sales performers aren’t “closers.” They’re trusted advisors.
They consistently win because they focus on serving, not selling.
“Unless commitment is made, there are only promises and hopes, but no plans.” — Peter F. Drucker
If securing more business and gaining commitment is an area you’d like to improve, we can help. Send me a message, and we’ll show you how the Sales Diamond™ can work for you and your team.
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