Sales is War: How to Close Deals Like a Closer (Even in a Down Market)
Weak Salespeople Blame the Market. Closers Dominate It.
Recession? Inflation? Market downturn? Excuses. Closers don’t wait for the perfect economy to win deals—they make it happen no matter the conditions. While the average salesperson is whining about ‘tough times,’ the elite are out there signing contracts and stacking wins.
Business is war, and sales is your battlefield. You can either step up and own the game, or you can watch your competition take your clients and your commission. Your choice.
Step 1: Control the Conversation, Control the Sale
Amateurs let the market dictate their sales game. Closers dictate the terms.
Price objections? They don’t exist when you sell on value, not cost.
Client hesitation? That’s just fear disguised as indecision—your job is to lead them through it.
Competition undercutting you? That’s a them problem. If you can’t prove your worth, you don’t deserve the deal.
The moment you let a buyer take control of the conversation, you’ve lost. Guide the conversation. Set the tone. Own the room.
Step 2: Objections Are Just Buying Signals in Disguise
A weak salesperson hears an objection and backs off. A closer hears an objection and leans in.
“It’s too expensive.” → “Expensive compared to what? Not getting results?”
“I need to think about it.” → “What’s stopping you from making the best decision right now?”
“Now isn’t a good time.” → “So when is a good time to stop losing money by not fixing this?”
Objections aren’t the end of the sale—they’re just the buyer’s way of testing if you believe in your offer. And if you don’t sound 100% sold, why should they be?
Step 3: Recession-Proof Sales Strategies That Crush the Competition
The economy doesn’t slow down closers—it exposes who was never that good in the first place. If you want to thrive when everyone else is struggling, here’s how:
Sell the pain, not the product – Clients don’t buy services. They buy solutions to their problems. Find their pain and make them feel it.
Become a trusted advisor – Transactions are dead. Relationships win. The closer you are to your clients, the harder it is for them to say no.
Speed wins deals – Follow-up like a shark. The longer you wait, the colder the lead.
Raise your price, raise your value – Desperate salespeople discount. Winners make their offer so good that price is irrelevant.
Step 4: The Mindset of a Killer Closer
Most salespeople crumble in a down market because they think like average salespeople. Closers? They think like CEOs, dealmakers, and sharks.
They expect to win. Doubt kills deals before they even start.
They control their energy. If you sound desperate, you are. Confidence sells.
They never stop learning. The market changes, and winners adapt.
Bottom Line: Close or Be Closed
In sales, there’s no silver medal. You either win the deal or you lose it. And in a tough market, only the ones who refuse to make excuses will come out on top.
So what’s it going to be? Are you the closer who thrives in any economy, or are you just another rep waiting for the market to get better?
Because let me tell you something: the market doesn’t get better. You do.