The Secret to Closing Deals Faster (No, It’s Not What You Think)
Hey, it’s your boy, Mark Evans DM. Today, I want to break down something that most entrepreneurs overcomplicate—the sales process. I’m talking about how we sell. Most of us think we need to use fancy words, long presentations, and endless meetings to close deals. But let me tell you something I’ve learned over the years: We sell the way we buy. Let me explain.
Keep It Simple, Stupid
When you’re out shopping for something, whether it’s a product or a service, what do you want? A simple, straight-to-the-point answer, right? You don’t want to sit through a 45-minute sales pitch, trying to figure out what’s actually being offered. If you know what you want, you want to buy it and move on with your day. Guess what? Your clients feel the same way.
Keep it simple. If you’re dragging out the process, giving them more than they need, or making it too complicated, you’re just losing them. Offer what they need, make it clear, and give them the opportunity to buy. Trust me, they’ll appreciate it.
We Move On When It’s Not Working
Think about the last time someone tried to sell you something, but they made it too complicated. You probably moved on, right? Why? Because you didn’t have time for the runaround. You wanted the service or product, but they didn’t make it easy to get.
This is where most salespeople go wrong. They keep pushing for endless meetings, chasing down leads, and trying to convince people who aren’t ready to buy. But here’s the truth: If someone’s ready to buy, they’ll buy. If they’re dragging it out, wasting time, or not making decisions, it’s time to move on to the next client who is ready.
Offer When They’re Ready
You know when you’re ready to spend your hard-earned cash. So, when your client is ready, don’t wait. Don’t drag it out, don’t push another meeting. Just offer them what they need and make it easy for them to say yes.
Selling is about timing. The right time to sell is when your client is ready to buy—not when you’re trying to push them. People know when they’re ready, and if you’re there with the solution at the right moment, the sale will happen naturally.
Don’t Overpitch—Trust the Process
You don’t need to hard-sell or overpitch to make a deal. In fact, the more you try to convince someone, the less they trust what you’re offering. Confidence is what closes deals, not begging or chasing.
When I need something, I buy it. I don’t waste time. I trust my gut, make a decision, and move on. That’s how your clients think, too. The question is: are you making it easy for them to decide? Are you showing them that your service or product is the solution to their problem, or are you confusing them with too much information? Trust the process and trust that if you’re confident and clear, they’ll follow your lead.
Focus on What Matters—Solve Problems
At the end of the day, people buy solutions. If you’re not solving a problem for them, they’re not going to buy. So, before you try to sell anything, ask yourself: What problem am I solving for my client?
If you can answer that clearly, you’ve already done most of the work. Now, it’s just about presenting it in a way that makes them feel like they’re getting what they need without the extra fluff.
Qualify and Move On
Here’s the part that most people miss—qualify your leads. Not everyone you talk to is ready to buy, and that’s okay. The key is to know who’s serious and who’s just window shopping. If someone’s not ready to buy, don’t waste your time. Politely move on, keep the relationship, and come back when they’re ready.
The more time you spend chasing down unqualified leads, the less time you have for the ones who are ready to make moves.
Wrap It Up: Selling Isn’t Hard—If You Don’t Make It Hard
Selling isn’t complicated. We make it complicated by overthinking, overtalking, and overselling. Keep it simple, be clear, and solve problems. That’s all your clients want. Trust me, I’ve lost deals before because I tried too hard. But the ones I closed? Those happened when I was confident, direct, and knew exactly what problem I was solving for the client.
So, the next time you’re in a sales situation, remember: we sell the way we buy. Keep it simple, move on if it’s not working, and offer what your clients need when they’re ready. And if you follow that? You’re gonna crush it.
Keep it simple, focus on solving problems, and watch your business grow.
- Mark Evans DM