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In this insightful episode of The Selling Podcast, Mike and Scott dive into a powerful topic: how to be both kind and assertive in the sales process. It’s a delicate balance; being customer-centric while still driving toward a timely close. And this episode is packed with practical strategies to help you master it!

We break down five proven techniques to help you close with confidence and compassion:

1. Friendly Framing
Start strong by establishing a warm, authentic connection. When you approach the conversation with trust and goodwill, your prospect is more open to hearing about timelines or next steps. It’s about earning the right to create urgency by showing you care first.

2. Permission to Close
Rather than pushing, ask. By checking in on your prospect’s readiness and getting their buy-in to move forward, you make closing feel collaborative and not pressured. It keeps the momentum going while honoring their autonomy.

3. Gentle Deadlines
Deadlines don’t have to be harsh. We talk about how to communicate time-sensitive opportunities in a helpful, transparent way—whether it’s limited availability or a promotion—so the prospect understands why action matters now, without feeling pushed.

4. You Deserve This Close
Frame the decision around them. Help the prospect see how saying yes now benefits their goals, outcomes, and success. When you position the close as something they’ve earned and deserve, it shifts the conversation from selling to serving.

5. The Friendly Walkaway
Sometimes the most powerful move is knowing when to pause. The “friendly walkaway” gives the prospect space while gently highlighting what they might miss by waiting. It’s a respectful nudge that shows you understand their timing, but don’t want them to lose out.

This episode is all about closing with integrity and demonstrating that it’s absolutely possible to drive results without compromising relationships. If you're looking to become more effective and empathetic in your sales approach, this one's for you.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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