The Sales Closing Mistake That Makes Prospects Walk Away

The Sales Closing Mistake That Makes Prospects Walk Away

From No BS Sales School by Walker McKay

December 13, 2025 · 8 min

About this episode

Walker McKay discusses the importance of giving prospects agency in the sales process to avoid pushback and increase close rates.

Most salespeople are taught to push for the yes. And that’s exactly why prospects push back. In this episode of No BS Sales School, Walker McKay breaks down one of the most overlooked principles in modern selling: giving your prospects agency. Nobody wants to be cornered. Nobody wants to be pressured. And when prospects feel forced, they walk. Even if your product is great. Walker explains why outdated pressure tactics damage trust, ruin your reputation, and quietly kill deals before they ever close. You’ll learn: Why giving prospects permission to say no actually increases close rates How pressure-based closing creates resistance, even with qualified buyers The psychology behind agency and decision-making in sales The 5 Cs of Closing, including the closing agreement most salespeople are afraid to use Why being an “evangelist” for your product can work against you How skeptical selling builds credibility and long-term relationships This episode is especially valuable for entrepreneurs, consultants, B2B sales professionals, and anyone tired of sounding like every other salesperson in their market. Sales is still the most lucrative skill in the world. But only if you do it…

People in this episode

Host: Walker McKay

Topics covered

  • sales closing
  • prospect agency
  • pressure tactics
  • trust in sales
  • closing techniques
  • sales psychology

Keywords

  • sales
  • entrepreneurship
  • B2B sales
  • consulting
  • closing rates

Mentioned in this episode

Books & works: Some Will, Some Won’t, So What, Who’s Next

More episodes of No BS Sales School

Explore listener stats, chart rankings, contacts and more on the No BS Sales School podcast page.