Getting the offer right is one thing. But knowing when to push, that’s where the pros separate from the rookies.

Push too soon, and you lose trust. Wait too long, and the seller disappears.

So how do you know when it’s time to close hard… And when is it smarter to play the long game?

In this guide, you’ll learn:

• The signs a seller is ready now (even if they don’t say it)

• What a “hard close” actually sounds like (without being pushy)

• When to hold back and set up the next touchpoint

• How to close without creating pressure

• How to use Goliath’s behavioral signals to guide your timing

Let’s help you close more contracts by reading the moment, not forcing the outcome.

What’s the Difference?

Hard Close: You ask directly for the commitment, usually on the phone or in person.

“If we can agree on these terms, can we go ahead and get this signed today?”

Soft Follow-Up: You keep the conversation going and schedule the next action.

“No pressure at all, I can send you the details in writing and check in next week to see how you're feeling.”

Both are useful. Both can win deals.

The key is knowing which to use when.

Part 1: When to Go for the Hard Close

There are moments when the opportunity is right in front of you.

Don’t tiptoe. Don’t delay.
Close the deal.

Look for these signals:

• The seller is emotionally engaged

• They've asked about terms or next steps

• They’re showing urgency (moving soon, pressure from family, etc.)

• They’ve said variations of “I just want this done”

• You’ve addressed all major objections

• They’re quiet after hearing your offer (this is often readiness, not hesitation)

What to say:

“Sounds like this checks the boxes for you. Would it be helpful if we got the paperwork started so you’re not stuck waiting any longer?”

“We can have the contract over to you in the next 30 minutes, no pressure, but I can walk you through it and make sure it feels right.”

“If it feels like we’re aligned, I’d be happy to make this official. Want to get it moving?”

Why it works:

• It’s clear and confident, not aggressive

• It helps them feel decisive

• It closes the emotional loop, they stop wondering “what’s next?”
  
  

Pro Tip: You’re not pressuring them. You’re removing uncertainty.

Part 2: When to Hold Back and Go for the Soft Follow-Up

Not every seller is ready to commit, and if you push, they’ll retreat.

A soft follow-up keeps the door open and keeps you in control.

Use this when:

• The seller is vague or hesitant
  They’re early in their journey

• There’s another decision-maker involved

• You haven’t uncovered real motivation yet

• There’s no urgency, yet

• The vibe feels “off” or they’re distracted

What to say:

“Totally fair, it’s a big decision. I’ll send over the info in writing, and I can check back in after you’ve had a chance to sit with it. What’s a good day for that?”

“We don’t have to rush this. I can send you some options that work based on what we talked about. Would that help?”

“Let’s stay in touch, timing might not be perfect now, but it sounds like it could line up soon. I’ll follow up in a few days just to keep the ball rolling.”

Why it works:

• You respect their pace

• You stay top of mind without becoming pushy

• You keep control of the next step
  
  

Pro Tip: Always schedule the next action, don’t just say “I’ll check in.” Set a day, a time, and a reason.

What If You’re Not Sure?

You don’t have to guess.

Try a trial close:

“Based on what we’ve talked about, is this something you’re feeling ready to move forward with, or do you want to think about it a bit more?”

That single sentence will reveal everything.

If they lean in, go hard close. If they hedge, pivot to soft follow-up.

How Goliath Helps You Read the Moment

With Goliath Data, you don’t have to rely on gut alone.

Use these tools to guide your timing:

• Lead scoring: See motivation level before the call

• Behavior tracking: Know if they opened emails, clicked offers, or listened to your voicemail

• Call recording: Review tone and pacing from past conversations

• CRM stages: Organize your leads so “ready” ones don’t get the same follow-up as “cold” ones

• Scheduled tasks: Never forget the soft follow-up (Day 3, Day 7, Day 21, etc.)

It’s not about being slick. It’s about showing up at the right time with the right energy.

Confidence Isn’t Pushy. It’s Timed.

The best closers don’t just ask for the deal. They feel the moment, and meet the seller where they are.

Sometimes, that’s with a pen in hand. Sometimes, it’s with a patient, professional pause.

The trick is knowing the difference.

And once you do?

Every seller conversation becomes a contract in the making, just waiting for you to say the right thing, at the right time.