The Finish Line Is Where Salespeople Get in Trouble

The Close Shouldn’t Empty Your Pipeline

You’re close to landing a big deal. So you focus on it.  You follow up. You negotiate. You solve problems. You push it toward the finish line.  And somewhere along the way, you stop prospecting.

That’s the trap.

Because when the deal finally closes, you look behind you and realize there’s nothing coming next. Now you have to start over.

The best time to find your next client isn’t after you close the one in front of you. It’s before.

Prospect while you’re closing. Follow up while you’re winning. Keep conversations moving while the current deal is crossing the finish line.

The close shouldn’t create an empty space in your pipeline. It should create a pivot to what’s already moving next.

Otherwise, you’re not celebrating a finish line. You’re standing at another starting line.

— Stanley Barsch

Founder, Motion Wins