The Patience Paradox: Why Slower Sellers Close Faster
Everyone talks about speed in sales. Faster follow-ups. Faster demos. Faster closes. But here’s the paradox most reps learn the hard way: rushing destroys trust.
Elite sellers don’t move fast for the sake of motion. They move with control. And control starts with patience. In PRECISE selling, patience is pressure applied intentionally.
When reps slow down early, something powerful happens. Buyers stop feeling chased and start feeling respected. Conversations deepen. Objections surface sooner. Trust builds before the ask ever shows up. And ironically, the deal moves faster because the buyer feels safe enough to decide.
Here’s how the best sellers use patience as a weapon:
They pause instead of filling silence. Silence creates space. Space creates honesty.
They ask one more question instead of pitching one more feature. Understanding accelerates commitment.
They resist premature closes. Pushing too early feels needy. Waiting signals confidence.
They let urgency come from the buyer’s pain, not the rep’s quota. Real urgency is internal, not imposed.
Patience holds tension. And tension, when handled well, pulls buyers forward instead of pushing them away.
So if your deals feel rushed, stalled, or fragile, ask yourself: Am I trying to speed up the close… or earn it?
Because in high-performance sales, slowing down at the start isn’t losing momentum. It’s how the best sellers finish strong.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
