01
Diagnose before prescribing.
I do not want to race into a pitch. I want to understand what the person actually wants, what they believe the problem is, what they have already tried and what is preventing movement now.
Sales approach
I believe the close is where transformation begins.
The sale is a beginning, not the whole result. I want the right person to understand what is at stake, see whether the offer fits, and enter it owning their decision and the work ahead.
Three principles
The short version.
Conviction without fit is just pressure. The aim is a clear decision and a clean handoff to the people responsible for delivering on the promise.
02
Move toward a decision.
A call should go somewhere. If the offer is right and the timing is real, avoiding the ask is not integrity. It is usually fear or lack of control of the conversation.
03
Protect the economics of the offer.
I do not want to close bad-fit buyers who create refunds, churn, delivery problems or weak customer outcomes. Good sales should support fulfillment, not work against it.
The close is the handoff.
I pay attention to why the prospect showed up, what the marketing promised, how the offer is positioned, and whether fulfillment can support the sale. Understanding what happens before and after the call makes me better inside the call.
That matters particularly in founder-led businesses. The conversation is usually stronger when the salesperson understands the wider machine rather than treating the call as a disconnected event.
My faith shapes how I sell.
My Christian faith shapes how I think about persuasion. Understand the person. Tell the truth. Make the ask. And do not close someone into something they should not buy.
I do not confuse ethical selling with passive selling. A good salesperson should still challenge avoidance, surface contradictions and ask directly for a decision.
What I want now.
I’m not looking for a temporary sales seat. I’m looking for the right founder-led company with a strong offer, qualified demand and a serious sales culture, somewhere call review, feedback and performance matter, and where trust, responsibility and results can compound over time.