What a 12 Hour Round Trip Taught Me About Closing Deals

I did something yesterday that some might think was crazy.

Vegas to Lake Havasu and back. In about 12 hours.

There was an event. Lunch and dinner. People I needed to see and meet.

And you know what? I didn't debate it. I didn't think "that's too far for one afternoon."

I went.

And on that drive back to Vegas at midnight, I realized something.

These are the little commitments that separate winning from those who don’t.

When something matters, you don't debate whether it's convenient. You show up and execute.

Let me break down what that trip taught me.

1. You show up when it matters.

The event was happening. Dinner was after to debrief. There was no "maybe later" or "let's reschedule."

You either show up or you don't.

Same with closing deals.

When it's time for the final meeting, you show up. When the contract needs a signature, you show up. When the decision maker says "I can meet Tuesday at 3," you clear your calendar and you show up.

Most treat closing like it's optional. Like they can push it to next week. Like "we'll circle back."

No. When it's time to close, you show up.

2. The event doesn't wait for you.

If I didn't make that drive, the event happened anyway. Without me.

The dinner went on. The conversations happened. The relationships got built.

Just not with me.

Same with your deals.

If you don't follow through, the deal closes without you. With your competitor.

They showed up. You didn't. And now they're the one closing business while you're wondering what happened.

The event doesn't wait. The deal doesn't wait. Your competitor isn't waiting.

3. Most people didn't make that drive.

I would think some people required to drive this might’ve said "Lake Havasu? That's too far for one afternoon."

So they didn't go.

I went.

That's the difference.

Same in sales.

Your competitor probably won't make the extra effort. They won't take the uncomfortable call. They won't drive across town for the in person meeting. They won't follow up the seventh time.

But you will.

And that's why you'll close deals they won't.

4. It was worth the effort.

Twelve hours in the car. For one event. For one dinner.

Most people would've calculated the "ROI" and decided it wasn't worth it.

I didn't calculate. I decided it was worth it. Then I executed.

Same with high-value deals.

Some deals require extra effort. An extra demo. An extra meeting. Flying out to their office. Jumping on a call at 7 AM their time.

Most reps weigh whether it's "worth it." Then they talk themselves out of it.

Closers don't calculate. They decide it's worth it. Then they do it.

5. The commitment was already made.

Event scheduled. Dinner planned. Location set.

I didn't sit there debating whether to go. The commitment was made. So I went.

Same with deals.

When the next step is clear, stop debating whether you should do it.

Contract ready for review? Send it. Decision-maker available for a call? Book it. Final objection on the table? Handle it.

The commitment is already there. The next step is clear.

Stop debating. Execute.

Here's the shift.

Most reps treat follow through like it's optional.

"Should I follow up again?" "Is it worth the effort?" "Maybe they'll reach out."

No. When something matters, you don't debate. You show up. You execute.

The event doesn't reschedule itself to fit your convenience. The deal doesn't close itself while you're deciding whether to make the effort.

You either show up or you lose.

Here's what you can do this week.

Look at your pipeline right now.

Find one deal where the next step is clear but you've been hesitating.

Maybe it's the call you've been putting off. Maybe it's the proposal you haven't sent. Maybe it's the question you need to ask but haven't.

Ask yourself: If this was a 12-hour round trip for an event that mattered, would I go?

If the answer is yes, then stop debating and execute.

Show up. Make the drive. Close the deal.

The Model: Show Up When It Matters

Lesson 1 - Show up: When it's time to close, you don't debate. You show up.

Lesson 2 - The event doesn't wait: If you don't follow through, the deal closes without you. With your competitor.

Lesson 3 - Most people won't: Your competitor won't make the extra effort. You will. That's the difference.

Lesson 4 - It's worth it: Stop calculating ROI on effort. Decide it's worth it, then execute.

Lesson 5 - The commitment is made: When the next step is clear, stop debating. Execute.

When something matters, you don't debate whether it's convenient.

You show up and execute.

See you next week, Follow Up Fam.

Manny "That Follow Up Guy" Vargas