Close with Confidence. Lead with Care

This month, we’re exploring what it means to BE Brave in sales—showing up with curiosity, presence, clarity, and compassion. This week, we’re talking about: BE Brave – and committed. Can we finish now?

Some sales training programs define objections as buying signals—because objections reveal interest. If that’s true, then overcoming an objection should naturally lead to the next step: asking for the order.

But here’s where many sales fall apart.

Either the objection isn’t fully resolved, or the salesperson hesitates to move forward. The result? The conversation stalls. The opportunity disappears. No one wins.

If you have overcome the objection—and there are no more concerns—it’s time to commit.
Because closing isn’t something that happens by chance. It needs to be guided.

Here’s how to do it with confidence and care:

After resolving the objection, ask:
“Is there any other concern we need to discuss?”
Wait. Listen. If another concern comes up, handle it—and ask again.
Keep going until they say, “No, that’s it.”

Then, ask for the order. And here’s the brave part:

Stay silent. Stay still. Let them speak first.

It’s simple. And it works.

Now, go and keep it moving!