The Traveler of the Stars - 10 min read/listen

How to avoid burning cycles in sales

“The art of selling is finding those who are ready to buy.”

Jeffrey Gitomer

The vastness of the universe stretched endlessly before Ronin Voss, a seasoned salesman of rare energy sources who had traversed the galaxy more times than he could count. His ship, a battered and worn vessel held together by hope and patches of scrap metal, floated through the crowded lanes of Ithar Prime, a bustling trade world known for its ruthless merchants and high-stakes deals. Ronin had come here chasing the promise of a sale that always seemed just out of reach.

Ronin’s prize was Zenithium, a rare and coveted crystal that could power starships faster than any other known source. With it, fleets could jump light-years in an instant, trade routes would flourish, and empires could grow. Despite its potential, selling Zenithium was proving to be Ronin’s toughest challenge. Every time he got close to closing a large deal, his prospects would slip away, offering excuses that felt more like polite dismissals than genuine hesitations.

This time, Ronin was pursuing Jax Stellan, a mining magnate whose wealth and influence stretched across systems. They met in Jax’s opulent office, high above the neon city of Ithar Prime. Ronin laid out his pitch with the fervor of a man running out of chances, showcasing Zenithium’s unmatched potential. Jax listened, nodding along, but his responses were always the same: “I just need a little more time.”

Weeks passed, and Ronin’s frustration grew. Jax’s indecision was like a slow bleed, draining Ronin’s resources and patience. Desperate for answers, Ronin remembered a name whispered among traders and sellers—a wise, old salesman named Karas Thorne, who had once been the greatest closer in the galaxy. Ronin’s last hope was to seek out this legend and ask why his deals were slipping through his fingers.

25% Complete - Ronin’s journey with Karas begins—will he uncover the secret to closing his elusive deals?

The journey to Karas’s remote outpost took Ronin to the edge of known space, far from the bustling trade routes he knew so well. Karas’s home was a simple, unassuming structure, built into the rocky landscape of a forgotten moon. Despite his humble surroundings, Karas carried an air of quiet authority, his eyes reflecting the light of countless stars and the wisdom of years spent selling in the harshest corners of the universe.

Ronin wasted no time, pouring out his troubles. “I just don’t get it, Karas. I’ve got the best product out there, and I’m right on the edge of closing, but every time, the buyer slips away. I’m doing everything I know how, and it’s just… it’s not working.”

Karas listened intently, nodding thoughtfully. He didn’t interrupt, allowing Ronin’s frustration to spill out completely. When Ronin finally paused, Karas spoke with a gentle, knowing tone. “Sometimes, the answers aren’t in what you’re saying but in who you’re saying it to. I think I can help you see what you’re missing. Let’s visit one of your prospects.”

They returned to Ithar Prime, and Ronin arranged another meeting with Jax Stellan. Karas joined him, observing from the background as Ronin made his pitch once more. Jax, predictably, was warm and polite, nodding along, but Ronin could feel the familiar resistance building. As the conversation wound down, Karas stepped forward, his demeanor calm and respectful.

“Jax,” Karas began, his voice smooth and measured. “It’s clear you’ve built something remarkable here. You don’t make decisions lightly, and I respect that. Could I ask you a few things, not to pressure you, but to see if there’s a way we can genuinely help?”

Jax nodded, intrigued by Karas’s approach.

Karas continued, speaking like a friend rather than a salesman. “When you think about Zenithium, what’s on your mind? Not just the specs, but where does it fit—or not fit—with what you’ve got going on right now?”

50% Complete - Karas’s approach reveals more than just answers. What hidden truth will Ronin discover next?

Jax hesitated, considering the question. “It’s not that I don’t see the value. It’s just… we’ve got existing setups and commitments. It’s complicated.”

Karas nodded thoughtfully, showing he understood. “I get it, Jax. Making a change, especially a big one, isn’t easy. What would it take for Zenithium to feel like the right move? And if it’s not right now, what’s your timeline looking like?”

Jax leaned back, the weight of the situation visibly sinking in. “Honestly, we’re locked into some other contracts. We’re tied up until the end of the year, maybe early next quarter. Until then, we can’t make any new commitments.”

Karas nodded, his expression unwavering in its sincerity. “I really appreciate your openness, Jax. It’s clear you’ve got a lot on your plate.

Jax’s shoulders relaxed, visibly relieved to be understood. Karas continued, his tone thoughtful. “Let’s plan to have Ronin follow up closer to that time. It’ll give you two a chance to pick things up when you’re in a better position to explore something new.”

Jax smiled, grateful for the understanding and the space to navigate his commitments. As they stepped out of the office, Ronin glanced at Karas, a new awareness dawning on him. He had been so focused on closing the deal that he had overlooked taking the time to understand what might be preventing it from moving forward.

Karas placed a gentle hand on Ronin’s shoulder, his voice filled with quiet wisdom. “Ronin, selling isn’t about pushing until someone says yes. It’s about finding those who need what you have, who are ready and able to make a change. When you talk to a buyer, listen for their readiness—not just what they say, but what they don’t. Ask questions that get to the heart of their situation. Are they ready for a shift, or do they have things they need to resolve first?”

75% Complete - Ronin is close to a breakthrough, but one final insight from Karas will change everything.

Ronin nodded, absorbing every word. “But how do I keep from wasting time without making them feel like I’m giving up on them?”

Karas smiled warmly. “The key is respect. Respect their journey, just as you respect your own time. If they’re not ready, show them you care by staying connected without pressure. Offer your expertise, keep them informed, and let them know you’ll be there when the time is right. It’s not about cutting people off—it’s about giving your best to those who are ready for it, while still keeping the door open for others.”

Ronin felt a weight lift from his shoulders. He had been running himself ragged, chasing deals that were never going to close, but now he saw a different path. With Karas’s guidance, he would learn to identify the buyers truly in need of Zenithium and focus his energy there, without losing sight of the connections he had made.

As they left Jax’s office, Ronin felt a renewed sense of purpose. The universe was vast, but Ronin was no longer lost among the stars. He had found his way, not by chasing every glimmer of hope but by learning to see the truth behind every deal. He would sell with integrity, respect, and a genuine desire to serve—just as Karas had taught him.

In the end, Ronin learned that a true salesman doesn’t just close deals—they build relationships, uncover needs, and honor every connection, whether it leads to a sale or not. The stars were still endless, but Ronin knew he was on the right path, guided by the lessons of a wise friend who had seen it all.

100% Complete - Congratulations! You’ve journeyed with Ronin to learn that not every prospect is ready—and that’s okay. Focus on those who need you, and always keep the human touch. Thank you for reading, and may Ronin’s story inspire your sales journey!

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