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“Good talk” ≠ good sales!
Claudia Sperling and Senne Vanwetswinkel talk about the closing of deals.
Ever walked out of a client meeting feeling great…but without a signed deal?
That’s exactly what Claudia Sperling and Senne Vanwetswinkel, experienced consultants with Mercuri International, unpack in our latest podcast episode. Because too many sales conversations end in consulting, not closing.*
Here’s what you will learn:
• Why “I don’t want to pressure them” is a silent deal-killer.
• How follow-up is not harassment, it’s customer service.
• Why 80% certainty is enough to decide.
• And how small, confident questions turn “maybe” into “yes.”
Our favourite insight: “Consulting without a closing question is like a job interview where nobody talks about the salary.” Selling means guiding the customer to a decision — not waiting for one.
Listen in and ask yourself: When was the last time you gave great advice… but didn’t close the deal?
Would you like to dive deeper into the topic of leadership in sales or learn more about Sales Excellence? Get in touch with Claudia Sperling: https://www.linkedin.com/in/claudiasperlingmercuri/ or Senne Vanwetswinkel: https://www.linkedin.com/in/sennevanwetswinkel/.
For more information and inspiration on current sales topics, visit: https://mercuri.de
Did you enjoy this episode?
Please give us a five-star rating and subscribe to the Mercuri International Sales Podcast.
We also appreciate detailed feedback – feel free to write to us at [email protected].
This helps us continuously improve our podcast and create relevant content for you and your company.
View all episodes
By Mercuri International DeutschlandClaudia Sperling and Senne Vanwetswinkel talk about the closing of deals.
Ever walked out of a client meeting feeling great…but without a signed deal?
That’s exactly what Claudia Sperling and Senne Vanwetswinkel, experienced consultants with Mercuri International, unpack in our latest podcast episode. Because too many sales conversations end in consulting, not closing.*
Here’s what you will learn:
• Why “I don’t want to pressure them” is a silent deal-killer.
• How follow-up is not harassment, it’s customer service.
• Why 80% certainty is enough to decide.
• And how small, confident questions turn “maybe” into “yes.”
Our favourite insight: “Consulting without a closing question is like a job interview where nobody talks about the salary.” Selling means guiding the customer to a decision — not waiting for one.
Listen in and ask yourself: When was the last time you gave great advice… but didn’t close the deal?
Would you like to dive deeper into the topic of leadership in sales or learn more about Sales Excellence? Get in touch with Claudia Sperling: https://www.linkedin.com/in/claudiasperlingmercuri/ or Senne Vanwetswinkel: https://www.linkedin.com/in/sennevanwetswinkel/.
For more information and inspiration on current sales topics, visit: https://mercuri.de
Did you enjoy this episode?
Please give us a five-star rating and subscribe to the Mercuri International Sales Podcast.
We also appreciate detailed feedback – feel free to write to us at [email protected].
This helps us continuously improve our podcast and create relevant content for you and your company.
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