Lenny’s Podcast85 min
The surprising truth about what closes deals: Insights from 2.5m sales conversations
Matt Dixon · May 30, 2024
Key learnings
- Most lost qualified deals end in 'no decision' rather than to competitors, so diagnosing indecision is a core sales skill.
- Customers fear being blamed for a bad choice (messing up) more than missing out, so pushing FOMO late in a deal often backfires.
- Before pushing, judge the buyer's level of indecision using 'pings' that surface whether the hesitation is about choice overload…