Sales isn’t just action. It’s how you think before you act.
Top performers don’t just wing it — they run plays in their head before they open their mouth.
Here are 5 mental models elite closers use every day:
1. ⚖️ Opportunity Cost
Every call you take is a call you’re not making.
Every deal you baby-sit is time not spent hunting new ones.
The best reps know the value of their time. If it’s not moving → they cut it.
2. 📊 The Law of Averages
Rejection doesn’t kill you. It feeds the math.
You’re not here to get a “yes.” You’re here to get through the “no’s”.
Confidence comes from knowing: “If I run my numbers, the close will come.”
3. 🤷 Inversion Thinking
Instead of asking “How do I close more?”… ask:
“How do reps lose deals?” Then stop doing that.
Great closers reverse-engineer mistakes and burn the weak habits to the ground.
4. ❌ The 80/20 Rule
20% of your clients drive 80% of your revenue.
20% of your habits create 80% of your results.
Top closers double down on what works, and kill what doesn’t.
5. ⚡ First Principles Thinking
Forget “how it’s always done”. Break it down to the essentials.
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Why does this pitch work?
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Why does this step matter?
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Why is the client hesitating?
Then rebuild the process smarter.
📈 These 5 models = your new weapons
They shift your thinking so you can shift your results.
The best closers win before the pitch.
Because they outthink the competition.
🌟 Want weekly mental models like these?
Join the Club of Closers and get 1 practical sales hack every week.
For real closers. Not tourists.
