Every rep who sells consistently is running one of four patterns, and each pattern loses deals in its own predictable way. 9questions, about ninety seconds. The useful part isn't the label — it's the blind spot it comes with, and the one conversation worth practicing because of it.
People buy from you because they like you — when you remember to ask.
You out-prepare the room and let the logic do the closing.
You ask early, ask often, and are not embarrassed about it.
You out-work the board. Activity is your edge and your trap.
Whichever one you are, the fix is the same shape: pick the conversation your style avoids and say it out loud until it stops being the hard one. Start in the objection handling hub or the closing techniques hub.