The Hardest Sales Skill? Knowing When to Stop Pushing
There’s a joke in sales that the moment you let go of a deal, it magically closes.
I used to think that was ridiculous until it happened to me.
Suddenly, I thought it was genius.
My buyers were waiting on a new development to get its TCO. Once they had that, then they could close. Their lease was ending. They were leaving for Europe. The timing? A total disaster.
So I did what most of us do:
I panicked and pushed.
Calls. Emails. More calls.
Nothing worked. Everyone was stressed, including me.
Then another agent pulled me aside and said,
“You have to stop. Let it be.”
It sounded like nonsense. But I had tried everything else, so I gave it a shot.
I stopped spiraling. I stopped pushing. I visualized it working out.
And somehow it did. It felt like the TCO magically came through.
They closed. They moved in. They made their flight.
That’s when I realized: Sales isn’t just about effort. It’s about energy.
