Closing, as Ben Gay III teaches, is not about pressure but about helping someone make a decision they already know is right. When a prospect doesn’t buy, it usually comes down to one of three gaps: the salesperson didn’t uncover the real need, didn’t create enough urgency, or didn’t establish sufficient trust. When a client says they “liked it,” that’s not rejection—it means the door is open. The difference lies in whether the salesperson has the skill and awareness to guide them through that open door and into a confident yes.

Show Notes

They Liked It but Didn’t Buy? How to Diagnose and Fix a Stalled Close

Welcome back to The Closers Inner Circle Podcast. We are your hosts, Denise Griffitts and Ben Gay III, and today we’re tackling a situation every salesperson knows too well: the prospect loved your presentation, nodded along, said all the right things… and then didn’t buy.

Why does that happen? Where did the close stall? And more importantly, what can you do to diagnose it and move from ‘I like it’ to ‘I’ll take it’?

Ben and I are going to break down the most common reasons deals stall, how to uncover the real objections hiding under polite smiles, and practical steps you can take to turn interest into action. Because in sales, ‘liking it’ doesn’t pay the bills — closing does.

If you’d like to go deeper into these conversations, grab your copies of The Closers Books 1 and 2 by Ben Gay III at Ronzone Books on eBay. They arrive with free shipping and are signed by Ben. These books are the foundation for everything we discuss here, and you can follow along with us each week as we break down the timeless lessons inside.

SPONSORED BY: What’s Right with America! by Paul Johnson and Larry Aldrich.
This is one of my favorite books—and an important one. It offers a refreshing break from the negativity that dominates today’s headlines. Johnson and Aldrich, leaders with deep experience in government, business, and media, don’t shy away from America’s flaws, but they refuse to let those flaws define us. Instead, they highlight the courage, innovation, generosity, and grit that have shaped this nation. Their message is a timely reminder that liberty, free enterprise, and democratic values have empowered generations of Americans to solve problems and create a brighter future.

The book is available now on Amazon


We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!

Stay Connected

Listen On

Also Listen