Most SaaS reps think they lose deals because of pricing, timing, or "the prospect went dark."

Wrong.

I've reviewed hundreds of B2B sales calls. The pattern is always the same:

Reps talk too much in discovery.

They ask a question, get a surface-level answer, and immediately pivot to pitching. They never get to the real pain. So the prospect nods along, says "send me a proposal," and then ghosts.

Here's what top closers do differently:

They sit in the silence. When a prospect gives a surface answer, they pause. Then they ask "why is that important to you right now?" or "what happens if you don't solve this?"

That's where the deal gets made — in the second and third layer of pain.

One rep I work with went from 60% to 85% close rate in 6 weeks just by adding two follow-up questions to every discovery call.

If you want your calls reviewed by someone who's seen what actually separates quota-crushers from the rest, Close Lab is where that happens.