You already know something is off. The prospect seemed interested. You sent the info. You followed up. And still, nothing moved.
Here’s the hard truth Ray Higdon says almost every day: the more you chase, the less likely they are to move forward.
What Chasing Actually Looks Like
Most reps don’t think they’re chasing. They think they’re being helpful, enthusiastic, thorough.
Check your DMs right now. If your messages look like this and their responses look like this, you’re chasing.
Your side: “It’s amazing. It’s ground floor. It’s patent pending. You’d be awesome at it. Electrolytes, ketones, whatever.”
Their side: “Okay. Sure. I guess. Thumbs up.”
That imbalance is the tell. You’re out of posture, and they can feel it.
This isn’t about never sending a long message. It’s about the pattern. If the majority of your conversations look like that ratio, something has to change.
The Fix: Ask, Don’t Tell
When you feel the sale slipping, the untrained reflex is to push harder. Say more. Make a stronger case.
Ray’s prescription is the opposite: stop and ask a question.
Short, focused questions that dig into their situation:
- Why is that important to you?
- What made you reach out to me?
- What’s the number one thing you’re hoping to accomplish?
- Is that optional to you, or do you have to solve it?
These questions do something critical. They pull information out of the prospect instead of pouring more into them. And when you know their actual problem, you can expand it.
When you expand the problem in their mind and then position your solution as the answer, closing becomes natural. The prospect moves themselves forward.
This is the core shift from chasing to closing. You’re not convincing them of anything. You’re helping them realize they need to act.
Build Your Case Before You Close
There’s an old story about an ancient punishment where a corpse was strapped to a person until it rotted away. Ray uses it as a metaphor because it’s that vivid.
That dead weight is your old habits. The version of you that over-explains, over-pursues, and over-invests in prospects who haven’t earned that investment yet.
Gathering information without using it is its own trap. If you ask good questions but then pivot to a pitch instead of using what you learned, you’ve done the work for nothing.
The sequence that actually closes looks like this:
- Ask short questions to surface their real problem
- Expand that problem with follow-up questions (“If you don’t do this, how will you lose the weight? How will you come up with the money?”)
- Let them connect the dots between their problem and your solution
- Close from a place of information, not pressure
Your job is not to apply pressure. Your job is to build a case using their own words, their own pain, and their own urgency.
This is why the Posture, Persuasion & Closing the Sale training exists. Posture is not a personality trait. It’s a set of learnable behaviors around how you manage the energy of a conversation.
Your Higher Self Is Waiting
Ray ends this training with something worth sitting with.
You cannot become something new by making the same decisions every single day.
The rep who chases isn’t making a bad tactical choice. They’re running on old programming. Waiting to feel ready. Waiting for inspiration. Addicted to habits that produce the same results.
Your higher self is already there. The version of you who asks great questions, holds posture, and closes with confidence. The gap is not talent. It’s not luck. It’s the willingness to shed the old approach and practice a different one.
The good news is you do not have to do this alone. If you want a structured path to better posture, better questions, and a higher close rate, check out the Posture, Persuasion & Closing the Sale free training at higdongroup.com/posture.
Enter your name and email. Watch the whole thing. It will change how every conversation feels.
Posture Check
The difference between chasing and closing is not confidence. It’s curiosity. Ask more questions. Use the answers. Stop talking prospects into things and start letting them talk themselves in.
Stop chasing. Start closing. The prospects who need what you have deserve a rep who knows the difference.
