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Talk about the art and science of business development: Stories and details to earn new clients or accounts, gain a competitive advantage and find your success.
Today, we discuss the one-inch rule of selling.
Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch.
"Welcome to the Finding Business podcast, where every Sunday, in just five minutes, you'll learn something new to attract ideal clients and accounts.
I'm your host, Scott Channell. For more episodes and information on services offered, visit Scott Channell with two T's, two N's, and two L's dot com. Now, onto today's episode."
You do not want to be a stop short sales rep. Finish strong or much of your previous effort goes to waste and the efforts of all those who put you in the position to get close to a deal, goes to waste.
All the efforts of those who selected your lists, wrote your scripts, prepared objection responses, trained you, coached you and support you are mostly wasted is you don’t stay strong to the very end.
If you don’t follow script paths to conclusion, abandon your prospecting outreach mid-process, don’t ask prepared good questions, or ask about future intent, you are exhibiting stop-short behavior.
In sales, stopping just one inch short of completing your script path, failing to ask those final few questions, not completing all the calls and touch points in your outreach process, is pretty much the equivalent of never starting.
It’s a hard truth, but the effort you’ve put in up to that point is close to wasted if you fail to stick your landing. Whether you’re prospecting, conducting discovery calls, or closing deals, finishing strong is what separates top performers from everyone else.
You also don’t want to be a stop short sales rep when it comes to sales preparation.
Preparing well and practicing ensure that you can speak to a prospect with confidence, be prepared with good questions and follow up questions, have examples, specifics and proofs at the ready and be able to relate value and earn trust.
There is no communication worth a damn without trust.
Do you think prospects trust you and have confidence in you when you are half winging it, your stories are not sharp, you don’t ask clear questions, or when you seem to hesitate or reaching for what to say just a bit.
No, they will not have the confidence and trust in you they would have had if you had been completely prepared and practiced.
The final inch of selling effort is what separates top earners from everyone else. It’s the difference between hitting your quota and exceeding it, between closing deals and losing them. Finishing strong requires discipline, focus, and the mindset that every step counts.
Failing to complete your process—"stop short behavior"—can sabotage everything you’ve worked for.
In competitive B2B sales, your top competitors prepare meticulously, persist relentlessly, execute flawlessly, and expect you to be sloppy. Disappoint them.
If you don’t fully prepare and stick your landing, you will not be winning deals against top competitors. You will be rolling in the dirt for the leftovers with all the other stop shorts.
Sales success isn’t about the amount of effort—it's about a complete effort. Stopping short wastes opportunities. Finishing strong ensures that you maximize the value of every interaction, every prospect, and every deal.
The next time you are tempted to ease off the pedal, think of the one-inch rule. Don’t lose focus when you are about to stick the landing
Often the difference between a closed account and second place is a close decision
Stay focused to the very end. Close with confidence. Win the deal.
Hope this got you thinking.
For more information about this podcast, show episodes and services, go to Scott Channell with two t’s, two n’s and two l’s, dot com.
Thanks for listening.