​Your Closing Problem Isn't a Closing Problem.....

Most sales teams are solving the wrong problem.

When deals stall out in the last 30 days, everyone's first instinct is to coach on closing. Better discovery questions in the close. Better handling of "let me think about it." Better proposal structure.

It almost never works.

Gong analyzed 326,000 B2B sales calls last year. The difference between won and lost deals wasn't how reps closed. It was how deep they went in discovery.

Top performers go three or four layers into every problem the prospect mentions.

Everyone else stops at the first answer and moves on.

Layer 1 asks what's happening.

Layer 2 asks what it's costing.

Layer 3 asks what they've already tried — and why it didn't work.

Layer 3 is where the prospect finally articulates a problem they can't solve on their own. Which is exactly where every deal is won.

Most reps never get there. Not because they're bad at their job — because nobody's taught them to stay in a problem long enough to reach the bottom of it.

If your team is losing more deals at close than you'd expect, the fix isn't downstream. It's upstream.

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This is the short version of the first issue of The Convert — a monthly newsletter I just launched for sales leaders. 500 words, one field tool per issue, no theory that doesn't convert.

Subscribe here and get the free Three-Layer Discovery tool you can implement right away:teleiostrategy.com/convert