Why Your Sales Deals Keep Falling Through (And How to Fix It)
“Referrals don’t happen because you ask louder. They happen because you ask better.”
- Dan Rochon
When deals fall apart, it’s rarely about one dramatic moment.
It’s usually the small, quiet missteps along the way—the missed questions, the assumptions, the little moments where the buyer didn’t feel fully understood. Each one seems minor on its own, but together they slowly chip away at the buyer’s confidence.
And once you start recognizing those subtle moments, you begin to guide the deal instead of chasing it. That’s when everything changes.
Where Deals Start to Slip
Most salespeople think a deal collapses because the buyer changed their mind.
But deals don’t fall apart at the end.
They fall apart way earlier—usually in the moments when the buyer didn’t feel fully aligned or understood.
When someone says yes without conviction, hesitation shows up later as:
stalls
vague concerns
new “objections”
or complete silence
And suddenly the deal you thought was solid… isn’t.
The Real Reason Sales Deals Fall Through
Underneath the excuses and delays, there’s almost always one cause: misalignment.
Misalignment between the buyer’s problem and the solution
Misalignment between what they think they need and what they actually need
Misalignment between what the salesperson says and what the buyer hears
When that clarity disappears, the deal loses its foundation.
And a deal without a foundation can’t stand.
Clarity Is What Holds Deals Together
You don’t save deals by pushing harder.
You save them by providing clarity—real clarity.
Clarity about the problem.
Clarity about the cost of staying where they are.
Clarity about the benefit of acting now.
And that clarity doesn’t come from a better pitch.
It comes from better conversations.
Conversations where the buyer feels understood.
Conversations where you lead instead of chase.
Conversations where both sides know exactly what comes next.
That’s when the uncertainty disappears.
That’s when the “maybe” turns into a decision.
How to Stop Losing Deals for Good
When you protect the agreement early, you don’t have to fight for it at the end.
You’ll notice your deals feel smoother, your clients feel more confident, and the stress of “what if this falls apart” fades away.
Because the truth is simple:
You don’t have a closing problem.
You have a clarity problem.
Fix that—and your deals stick.
If you want to master the sales conversations that build clarity from the very first interaction, that’s why I wrote Teach to Sell. It gives you the framework, the questions, and the process that keeps your deals from falling apart in the first place.
Grab your copy here:
👉 https://www.teachtosellbook.com/
