When people ask me for my top sales tip, they’re often a little disappointed by my answer. They’re expecting some new psychological hack, a clever script, or a secret closing line.

But the truth is far simpler – and far less glamorous.

Yet this one simple thing has consistently separated me from the average.

And yes, it’s the reason people sometimes say I’m “lucky”… despite the fact that I often don’t look like I’m working especially hard.

Let me explain.

The “Accidental” Sales That Weren’t Accidents

Some of the biggest deals of my career – truly transformational ones – were sales that almost didn’t happen.

The sort of deals people assume were effortless or lucky.

But behind many of them was the same pattern:

I’ve lost count of how many times I’ve marked a prospect as lost, moved on, and let months pass – sometimes six months, twelve months, or even longer – after an opportunity had completely stalled. Then, almost out of frustration or curiosity, I’d reach out one last time… one more call, one more message, one small nudge. And then, out of nowhere, the sale suddenly came back to life.

These weren’t accidents.
They were the result of not giving up too early.

A Lesson From My Door-to-Door Days

One of my early sales mentors – back when I was selling door to door – gave me a piece of advice I’ve never forgotten.

He said (with a few colourful words thrown in):

“Never give up on a prospect until they physically throw you out the door.”

Crude? Yes.
Effective? Absolutely.

Now, I’d like to think I’m a little more sophisticated these days – especially when I’m negotiating six- and seven-figure deals.

I don’t wait to be thrown out of any doors anymore.

But the principle remains unchanged:
Most salespeople give up far too early.

The 25% Rule That Changed My Career

Every year, when I review my numbers, I notice something striking:

A significant portion of my commissions – sometimes as much as 25% – comes from deals that almost never happened.

Deals I had mentally written off.
Deals I had categorised as “dead.”
Deals that came alive because of one final call, one last check-in, one tiny moment of persistence.

And here’s the important bit:

That 25% is often the difference between an average year and a great year.
Between hitting target… and smashing it.

And most salespeople never get those wins because they stop just one step too early.

So Here’s My Top Sales Tip

Don’t give up on a prospect until they quite literally tell you to get lost – or worse.

Not in an annoying, pushy, disrespectful way.
But with quiet, consistent, professional persistence.

Because so often, the gold is sitting there… just one last contact away.It’s not rocket science.
But then again, so much of sales – and so much of success – rarely is.