“Some Deals Don’t Die They Just Get Tired of You”
Brain had been following up this deal like a church elder following up a missing tithe. Calls. Emails. WhatsApps. Voice notes. The client always replied with spiritual responses:
“Let me pray about it.” “Let me check internally.” “Let’s touch base next week.”
Next week became next month. Next month became Q3 strategy.
That’s when Brain realised something important: This deal was not confused. It was comfortable.
“THE AFRICAN BOARDROOM IS NOT A PLACE FOR BEGGING”
One afternoon, Brain sat across Mr Ncube. No laptop gymnastics. No over-explaining. Just calm confidence.
He didn’t pitch. He didn’t sell. He clarified.
Sales is not noise. Sales is direction.
“QUSTION ONE: CONFIRM THE PAIN”
Brain leaned in.
“Mr Ncube, just confirm for me sir you want this challenge solved as soon as possible, correct?”
Mr Ncube nodded. “Yes.”
That yes mattered. Because people don’t buy solutions they buy relief.
“QUESTION TWO: CONFIRM THE SOLUTION”
Brain continued, slowly.
“And confirm sir this solution we’ve discussed is the right one for the challenge you’re facing?”
Mr Ncube didn’t hesitate.
“Yes.”
At that moment, the product stopped being Brain’s idea. It became Mr Ncube’s decision.
“QUESTION THREE: CONFIRM THE MONEY”
This is where most salespeople develop asthma.
Brain didn’t.
“And sir, confirm you already have the budget set aside for this project?”
Mr Ncube responded calmly.
“Yes.”
Now listen carefully: If the problem is real, the solution is right, and the money exists…
What exactly are we waiting for?
“THE CLOSE IS NOT AN ATTACK IT’S A CONCLUSION”
Brain smiled and said:
“Perfect, sir. Then why don’t we endorse here and here… so we can start the project.”
No pressure. No discounts. No motivational speech.
Just logic finishing its sentence.
“THIS IS THE 3 YES CLOSE USE IT WISELY”
The 3 YES CLOSE works because it does one thing very well: It removes excuses politely.
Yes, the problem is urgent Yes, the solution is correct Yes, the budget is available
After three yeses, delaying is no longer strategic it’s avoidance.
“FINAL TAKEAWAY: STOP CHASING START LEADING”
Some clients are not difficult. They are just waiting for leadership.
Sales is not force. Sales is guidance.
Use this technique on that client who keeps saying: “Let me get back to you.”
Then come back and tell me what happened.
Because in Africa whoever controls the conversation… controls the deal.
If your sales team is chasing deals, begging for decisions, and stuck in endless follow-ups, we assist with sales training, customer service training, and practical business process coaching** **that teaches teams how to lead conversations, qualify properly, and close with confidence. +263 77 961 9739 | +260 972 936 033
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