E174: Negotiate Earlier, Close Bigger: Using Herb Cohen’s Playbook to Sell with Power: Sales, Leadership, Trade

Trade Sales Made Simple: For Trade, Construction & Industry Leaders · Feb 3, 2026 · 7m

Are you sitting on a full pipeline of quoted deals… but very few of them are actually closing?Most sales teams assume that once a quote is sent, the deal will naturally move forward—but that assumption is quietly killing close rates and revenue.In this episode, we break down why closing is not automatic, why so many salespeople avoid asking for the business, and how that hesitation leads to stalled deals with no yes, no, or clear next step.By listening to this episode, you’ll learn:How to remove the fear of “asking for the business” and confidently drive deals to a decisionThe five proven…