Leads are for closers only!

It's 1988. The World Series. Game 1. The Dodgers are trailing. It's the ninth inning, two outs, a runner on second base. The tension is palpable. And then something magical happens: Kirk Gibson, hobbling with two injuries, emerges from the dugout. He can barely walk, let alone run. But he seizes his moment... and hits a walk-off home run. It became one of the most legendary moments in sports history.

Clutch in baseball. Closer in sales.

In baseball, we call someone like Kirk Gibson a clutch hitter, someone who delivers at the most crucial moment. In sales, we call that a closer .

Someone who closes the deal when they need to. Not on the fifth follow-up. Not "maybe next month." But now. Good closers are worth their weight in gold. They make the difference between pipeline and revenue. Between plans and results.

What makes someone a true closer?

Many salespeople love to talk. They're enthusiastic, empathetic, and good at relationship management. But closing? That requires something else:

• Focusing on the moment of truth

• Dare to ask the right questions

• Pushing boundaries without crossing them

• Radiate self-confidence

• Dare to ask for the order

As Daniel Federer and I discussed in episode #89 of the podcast " Sales is Everything & Everything is Sales" : the most beautiful flowers grow along the ravine.

A good closer knows that. They look over the edge and jump when necessary.

What not to do as a closer

A real-life example: A salesperson once said during a pitch: "If you give me the order this, you'll make my wife and kids happy too." That's not closing. It's emotional blackmail disguised as sales. A closer keeps it relevant, both professionally and personally. Not based on pity, but on value.

Examples of closers in real life

I've worked with many strong salespeople. Samir and Eric are two standouts. With a combination of charm , perseverance , and creative timing, they closed deals like it was nothing. Their motto? "Don't take no for an answer."

AI and closing: a golden duo

In a world where AI is automating more and more tasks, human impact is becoming increasingly important. AI can help you with:

• Predicting the right timing

• Analyzing your customer data

• Personalizing your pitch

Aside from the above points, the most valuable thing AI can offer is extra time. Extra time to spend with your customer. To build and strengthen the relationship. To deepen trust and further increase the chance of business. Because closing the deal is still human work. And that requires courage, insight, and timing.

Dare to close

Be like Kirk Gibson. You don't have to be 100% fit. You don't have to have ideal conditions. What you need is the will to win. The willingness to seize the moment.

So, who's your Kirk Gibson in sales?

• When were you at your best when closing a deal?

• Who on your team always seizes that one moment?

If you'd like to discuss improving your sales process or closing skills, with or without AI, please feel free to contact me.