Speed feels productive. Fast presentations. Quick demos. In-and-out appointments.
But in this *Warrior Wisdom Walk*, *Dominic Caminata* delivers a blunt message that many salespeople need to hear:
Slow the hell down.
Because rushing through sales encounters is one of the biggest hidden reasons closing rates stall, price objections increase, and trust never fully forms.
There’s a Direct Link Between Time in the Home and Closing Rate
This isn’t opinion. It’s data. After analyzing *millions of sales encounters*, a clear pattern emerges:
- Reps who spend *one hour or less* in the home typically close *15–20%*
- Reps who spend *two to two and a half hours* close *30–50%+*
There is a massive spike in conversions after the 2.5-hour mark. Why? Because relationships, trust, and value cannot be rushed.
Sales Is a Human Process, Not a Transaction
Think about it: Does trust happen instantly? Does rapport build in 20 minutes? Does emotional certainty form in a rushed presentation? Of course not.
Sales is about building a relationship, creating emotional safety, establishing credibility, and demonstrating value. All of that requires time.
If You’re Getting Constant Price Objections, You’re Moving Too Fast
One of the most common complaints Dominic hears from sales teams is: “We’re getting price shopped”, “They want to think about it”, “They need to get more quotes”. Those aren’t price problems. They’re time and value problems. When you invest the time upfront, objections are handled before they ever come up. The close becomes the natural conclusion, not a confrontation.
Talking Too Much Is Making You Go Faster
Here’s the irony: The more you talk, the faster the appointment goes. Why? Because it becomes a monologue instead of a conversation. When the homeowner isn’t talking, there’s no emotional engagement, no discovery, and no buy-in. If you want to slow the appointment down, ask better questions. Get the homeowner involved. Let them talk about their life, family, goals, and frustrations. That’s where real selling happens.
Top Closers Treat the Appointment Like a Great Movie
Dominic shares a powerful analogy: Are you a boring movie… Or an action-packed one? People will happily sit through a three-hour movie if it’s engaging, interactive, and emotionally compelling. The same is true in sales. When you tell stories, ask questions, involve the homeowner, and keep energy high, time disappears. Homeowners are often shocked to realize how long you’ve been there. That’s a good sign.
You Can’t Shortcut Relationship-Building
Many reps rush because they’re tired, they lack stamina, or they’re thinking about what’s next. But elite performers understand something critical: This job is hard. And it requires energy, focus, and discipline. That’s why Dominic constantly ties health, wellness, and mental fortitude to sales performance. You can’t deliver a world-class presentation if you’re running on fumes.
Invest the Time Today, Win for Life
When you slow down and do it right: You earn trust, you create raving fans, you generate repeat business, and you build lifetime customer value. This isn’t just about one sale. It’s about becoming someone people want to do business with.
Watch the Full Warrior Wisdom Walk on Slowing Down in Sales
This article captures the core lesson, but the delivery, energy, and examples land harder in the full video.
👉 Watch the full Warrior Wisdom Walk here:
Final Takeaway
Rushing doesn’t save time. It costs you sales. Slow down. Invest the time. Build real relationships. And watch your closing rate rise.
Best Regards,
Dominic Caminata
CEO/Founder Grosso University, LLC
"Yes you are a Closer!"
