Sales You Can Sleep On

There’s always a question sitting in the back of my mind at the close of each day: Can I sleep tonight with a clear conscience?

It sounds simple, maybe even cliché. But in sales — especially in the trades — that one question separates the guys who burn out from the ones who build lasting careers.

Because here’s the truth: if your sales tactics keep you awake at night, they were the wrong tactics.

Why Some Techs Toss and Turn

Most sales “gurus” will tell you the close is all that matters. Pressure harder. Push past objections. Don’t take no for an answer.

And sure — those methods can get you a yes. But at what cost?

• A client who feels tricked.

• A reputation that spreads faster than you think.

• And you, staring at the ceiling wondering if you crossed a line.

That kind of selling will wear you down. You might make money, but you won’t have peace.

The Sleep Test

Here’s how I see it: a good close should make two people sleep better — your client and you.

The client should go to bed that night feeling relieved:

• The problem is fixed.

• The solution makes sense.

• The price feels justified.

• They can trust the person who walked them through it.

And you? You should go to bed knowing you did right by them. No nagging doubts. No second-guessing. Just the satisfaction of doing your job with integrity.

Proof Over Pressure

This is why I put such an emphasis on proof instead of pressure.

If you can show the issue, explain the risks, present the options clearly, and let the homeowner choose — there’s no need to strong-arm anybody. You don’t leave them feeling cornered. You leave them feeling cared for.

That’s the kind of sale that brings referrals. That’s the kind of sale that turns into repeat business. That’s the kind of sale you can sleep on.

A Personal Example

I’ll never forget one homeowner who called me after three other plumbers had already been through her house. Each one gave her a number. Each one tried to sell her fast. None of them even went into the crawlspace.

I volunteered to check it. Found the real issue. Showed her photos. Walked her through the solution.

She signed a $16,000 contract on the spot.

And that night? She slept easier knowing her house was finally in good hands. And I slept easier knowing I had earned her trust instead of taking advantage of it.

The Takeaway

Sales doesn’t have to feel slimy. It doesn’t have to leave you second-guessing.

If you want to test whether your sales process is healthy, ask yourself one simple question:

At the end of the day, can both of us sleep tonight?

If the answer is yes, then you’re selling the right way.