Some reps are magnetic. They walk into a room, charm everyone in seconds, and make selling look effortless. Until one day… it stops working.

Because here’s the truth: natural talent gets attention, but trained talent gets paid.

The air’s colder, inboxes quieter, and you’re hearing that classic December excuse: “Let’s circle back next year.”

That’s the moment when average reps slow down, and PRECISE reps double down. Because winter doesn’t mean stop. It means follow up.

Ulysses knew he couldn’t resist the Sirens’ song, so he had his crew plug their ears with wax and tie him to the mast. He made a pre-commitment that protected him from his own weakness.

Here’s the harsh truth. In crowded markets, being “solid” or “pretty good” is the kiss of death. Buyers do not remember safe. They remember the best they’ve ever seen or the worst they’ve ever endured. Everything in the middle gets lost in the shuffle.

Too many reps treat closing like asking someone to marry them on the first date. Big, dramatic, awkward. And usually… a hard no.

Most reps rush to present solutions before buyers even feel the weight of their own problem. And that’s why deals stall. The truth? Buyers don’t move because of your product… they move because of their pain.