01
Diagnose before prescribing.
I do not want to race into a pitch. I want to understand what the person actually wants, what they believe the problem is, what they have already tried and what is preventing movement now.
Sales approach
How I think about closing.
A good sales conversation should create clarity, expose the real issue and move toward an honest decision. I care about conversion, but I also care about the quality of the buyer, the strength of the fit and what happens after the call.
Three principles
The short version.
These are the three ideas I would most want a founder or sales leader to understand about how I sell.
02
Move toward a decision.
A call should go somewhere. If the offer is right and the timing is real, avoiding the ask is not integrity. It is usually fear or lack of control of the conversation.
03
Protect the economics of the offer.
I do not want to close bad-fit buyers who create refunds, churn, delivery problems or weak customer outcomes. Good sales should support fulfillment, not work against it.
I do not see the call in isolation.
I pay attention to why the prospect showed up, what the marketing promised, how the offer is positioned, and whether fulfillment can support the sale. Understanding what happens before and after the call makes me better inside the call.
That matters particularly in founder-led businesses. The conversation is usually stronger when the salesperson understands the wider machine rather than treating the call as a disconnected event.
My faith shapes how I sell.
My Christian faith shapes how I think about persuasion. Understand the person. Tell the truth. Make the ask. And do not close someone into something they should not buy.
I do not confuse ethical selling with passive selling. A good salesperson should still challenge avoidance, surface contradictions and ask directly for a decision.
What I want now.
I’m not looking for a temporary sales seat. I’m looking for the right founder-led company with a strong offer, qualified demand and a serious sales culture, somewhere call review, feedback and performance matter, and where trust, responsibility and results can compound over time.