You Don’t Need Fancy Closes To Win Deals

Send us Fan MailMost people treat closing like a finish line. In this episode, we break down a simple, repeatable way to move deals forward without pressure tactics or canned “power closes,” and I share the moments that taught me to sell like myself instead of chasing someone else’s style.Start by reframing closing as any agreement to move forward—setting a meeting, asking for samples, requesting pricing—and why “singles” beat home runs in relationship-driven B2B sales. Then I walk through the 50-25-25 framework: How showing up and following up is half the battle; adding likability and credibility gets you to 75 percent; applying sales skills, product knowledge, and soft skills help you to finish strong. You’ll hear how consistency creates confidence, confidence becomes trust, and trust opens relationships that last.From purpose to practice, staying focused on the buyer’s world: asking grounded questions, diagnosing real problems, and applying solutions that matter to their outcomes. We dig into one high-leverage behavior—ask for the next step, then stay silent—and show how that one habit exposes timelines, real objections, and true intent. When price pops up, we demonstrate how to uncover what’s underneath and address the full concern before asking for the start again. Finally, I talk about the power of gratitude as a growth strategy, why taking business for granted is the first step out the door, and how mutual accountability (including payment conversations) protects long-term partnerships.If you want a closing process that feels natural, reduces anxiety, and builds trust at every step, this episode lays out the playbook. Subscribe, share with a teammate who hates “hard closes,” and leave a review with your favorite “single” that moves deals forward. Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby BookshopLink to buy Toilet Paper Salesman swag: My StoreLink to David Mirarchi's website: David Mirarchi Link to RJ Schinner Co, Inc: RJ Schinner | Home