The 3 deal killing mistakes no one talks about

Losing a deal you thought was locked is one of the most painful feelings in sales.

Most reps blame the product. Or the pricing. Or even procurement.

But the truth is... deals rarely die because of those reasons.

They die because of small, preventable mistakes made in the last mile of the sales cycle.

Here are the big three I see every week when I’m coaching reps:

1. Forgetting to reframe the problem. By the time you’re at the finish line, the buyer’s world has changed. Competitors have pitched. Priorities have shifted. If you don’t remind them of the real pain and why it matters now, you lose urgency.

2. Letting go of control. Too many reps get “happy ears” when the buyer nods. They stop driving the process. Elite reps set the agenda every time... and guide the buyer to the next step.

3. Failing to multi-thread. If you’re only talking to one champion, you’re gambling. When the decision goes upstairs, your deal dies without you in the room.

Fix these three and you’ll start winning the deals that used to slip away.

I recorded a video breaking down exactly how to avoid these mistakes and what the top 1% of reps do instead. If you’ve lost deals in the red zone, you need to see this.