The 7 Sales Steps Closers Never Skip
(And Why Skipping Even One Costs You Control)
Let’s clear something up right away.
Top closers are not faster talkers.
They’re not smoother talkers.
They’re not even more persuasive talkers.
They’re better process followers.
That may not sound exciting, but it’s the truth that separates professionals from amateurs in sales.
At SELLability, one discovery changed everything we knew about selling:
Closing is never the problem.
Missed steps in the sales process are the problem.
Once you understand this, sales stops feeling chaotic, and starts feeling controllable.
Let’s walk through the 7 sales steps closers never skip, and why each one matters more than most salespeople realize.
Step 1: Research, Control Starts Before the Conversation
Research isn’t about being creepy or knowing someone’s dog’s name.
It’s about not walking into a conversation blind.
Closers do just enough research to:
- Understand who they’re talking to
- Know why the conversation exists
- Avoid wasting the prospect’s time (and their own)
When you skip research, you start the sale behind the prospect.
And control is hard to regain once that happens.
Step 2: Contact, You Set the Tone Here
Contact isn’t just “hello.”
It’s where the prospect subconsciously decides:
- Do I trust this person?
- Do they seem professional?
- Is this worth my time?
Closers understand that tone, pacing, and confidence matter here.
They don’t rush.
They don’t apologize for calling.
They don’t sound unsure.
They establish presence, and presence creates control.
Step 3: Interview, Where Most Salespeople Lose the Sale
This is the most skipped step in sales.
Why?
Because asking questions requires patience, and listening requires discipline.
Closers don’t interview to check a box.
They interview to understand the prospect’s world.
They let the prospect talk.
They ask follow-ups.
They resist the urge to pitch.
Because you can’t control a conversation you don’t understand.
Step 4: Qualify, Protecting Everyone’s Time
Qualification isn’t disqualification.
It’s professionalism.
Closers verify:
- Is there a real problem?
- Is there urgency?
- Is there authority to decide?
- Is there alignment?
Salespeople who skip this step often say,
“I had a great conversation, but they didn’t buy.”
Closers say,
“I knew early whether this was a fit.”
That’s control.
Step 5: Educate, Not Impress, Educate
Education is not a data dump.
It’s not features.
It’s not jargon.
It’s not “look how smart I am.”
Closers educate by:
- Connecting the solution directly to the problem
- Explaining things simply
- Checking for understanding
Education builds certainty.
Certainty reduces resistance.
Resistance is what makes closing feel hard.
Step 6: Agreement, The Step That Makes Closing Easy
Agreement is where alignment is confirmed.
Closers don’t assume agreement, they gain it.
They ask:
- “Does this make sense?”
- “Are we aligned so far?”
- “Do you feel this addresses what you shared earlier?”
When agreement is built step-by-step, the close doesn’t feel like a leap.
It feels like the next logical step.
Step 7: Close, The Result, Not the Goal
Here’s the biggest SELLability shift:
The close is not something you force.
It’s something you arrive at.
When the previous six steps are done correctly:
- The prospect understands
- The prospect feels safe
- The prospect is certain
At that point, closing is simply confirming the decision that already makes sense.
Why Closers Never Skip Steps
Because skipping steps:
- Creates confusion
- Erodes trust
- Increases objections
- Forces pressure
- Lowers close rates
Closers know something others don’t:
Slow is smooth.
Smooth is fast.
They’d rather do it right once than chase stalled deals later.
Final Thought
If sales ever feels harder than it should, don’t ask:
“How do I close better?”
Ask:
“Which step am I rushing or skipping?”
Fix the step.
Regain control.
Let the close happen naturally.
Because closers don’t win by pushing harder.
They win by leading better.
