Deals don't die on the pitch. They die on the second push after a soft no.

I've been going through a ton of sales call recordings the last few months, mine and a bunch of test calls we use to build the thing I'm working on, and there's a pattern I keep running into.

The deal almost never dies on the first soft no. It dies right after the seller pushes again.

You know the moment. Someone says they need to think about it. That's normal, everyone says that, it doesn't mean much on its own. Then the seller comes right back with something about price or the timeline before the person even finishes their sentence, and that's it. That's the turn.

I've been on both sides of this. As the seller, in the moment it feels like momentum, like you're closing them. You genuinely don't notice you did anything wrong. As the buyer, I've had that exact moment happen to me too. I say I need to think about it, the rep pushes again right away, and I quietly decide the conversation is over. I don't say that out loud though. I say I'll follow up, and then I don't.

Watching it back on a transcript later, it's obvious. Live, it just feels like a normal conversation.

Curious if other people notice this from either side. Sellers, do you catch yourself doing this. Buyers, does this match what actually happens to you.