Hey Niepodam,

I was on a late-stage deal.
The decision-maker liked the product. Said the timing was right.

But something was off.

No urgency. They were about to “revisit next quarter.”

So I hit them with my favorite close:

Price. Cost of Inaction. Ask. Then silence.

What it sounds like in the wild:

“So for your team of 12, pricing lands at 5,800 a month. You mentioned your reps are missing quota by 30 percent, which costs around 60K a quarter. What happens if nothing changes this quarter?”

Then I stop talking. No pitch. No push. Just pressure.

Why this works

Everyone talks ROI.
But COI — cost of inaction — hits deeper.
It reframes the stall as a loss rather than a neutral delay.

And when you ask the question out loud, you force them to weigh the downside of doing nothing.

That’s how urgency becomes real.

Bonus line if they still stall:

“Totally fair — we can pause. Just so I’m clear, are you comfortable with the cost of staying where you are through next quarter?”

That line has closed more stuck deals than any deck I’ve ever sent.

Takeaway

Don’t just sell the dream.
Make the pain of waiting louder than the fear of buying.

Price. COI. Ask. Then silence.

That’s how you close.

Here are 2 ways I might be able to help:

→ 1:1 Coaching: If you’re doing “everything right” but still not booking or closing like you should be, I’ll help you pinpoint the problem and fix it fast. Book your free strategy call

→ Team Workshops: No fluff. No lectures. Just tactical coaching that makes your team sharper, faster, and better at moving real revenue. Book your free strategy call

PS: Every training I run includes real AI tools, workflows, and use cases—so you’re not just learning sales, you’re learning how to sell smarter with AI.

Alan "Modern Seller" Ruchtein.

Act like +1000 heroes:

Check out The Only Sales Course you'll ever need.

Over 11 Modules with 100s of frameworks, tactics, strategy, examples, templates, videos and processes to help you source more leads, book more meetings, and close more deals than ever before (While earning more commission).

These are the exact systems I've used over the last +15 years to become a top seller at hyper-growth companies!