The Advanced Selling Podcast Stop Discounting - Closing Strategies with John Barrows
30 snips
Sep 24, 2025 
Join sales expert John Barrows, founder of Make It Happen Mondays, as he shares his wealth of knowledge on mastering the closing phase of sales. He discusses the pitfalls of reactive discounting and highlights the importance of starting conversations with procurement early. John emphasizes the balance between process and creativity in sales, urging leaders to coach effectively in high-stakes scenarios, and introduces innovative strategies like using video and engaging stakeholders to strengthen relationships.
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Science And Art Of Closing
- Sales needs both science (process) and art (closing), but closing artistry has been diminished by overreliance on process.
- Buyers avoid risk, so closing must reduce perceived risk rather than add pressure.
Indecision Beats Obvious ROI
- Buyers often choose indecision over change because perceived risk outweighs potential ROI.
- Closing must focus on reducing perceived risk rather than increasing urgency or fear.
Teach Structure Before Style
- Teach structure first and then help reps adapt it to their personality to develop closing skill.
- Use scripts as learning scaffolding, then coach reps to customize them into their own style.
