Short YouTube excerpt in which Matt Ryder critiques the traditional “always be closing” sales mantra. He argues the phrase has negative, predatory connotations but that its positive core — being persistent, treating every lead as valuable, following up, and asking for referrals — should be adopted. He criticizes modern closers who over-disqualify leads to preserve an unrealistically high close rate and urges treating every lead as if you paid for it to improve sales outcomes.
Chapters
The problem with always be closing is that I think it gives the wrong impression based from the movies that you're like trying to fuck the prospects or you're trying to like, screw people over. But I don't hate the mentality of like, always be trying to close your deals. I think these days, most like of the closers that I see, especially in the high ticket industry, like, they don't follow up, they don't ask for referrals. They're like trying to disqualify everybody before they even get on a call so they can protect some mythical unicorn level close rate that nobody actually cares about anyway. And they'd rather make less money but have a higher close rate. And it's baffling. And I think that if more people took some of the good from that mentality of just getting after it and treating every lead like it was gold, because that's like, if you want to take the best connotation of always be closing, that's what it is. The worst is like, the prospects, they're idiots. Yada, yada, yada. And that stuff's obviously stupid, but if you take it as like, just get after it and treat every lead like you paid for it, I actually think that, like, that would be a tremendous uplift in the sales industry as a whole.
