We're kicking off a new series 🥳: Best Practices from the Sales in DACH Network!! ✨
First 🥇 up is, Harry-Quentin Pfeifer, Senior Account Executive at Doctolib and absolute Sales Legend in his company! Over the past 3.5 years he's averaged 205% of quota 🤩 which made him Best Seller 2025 and Best Seller H1 2026! What the actual H***, Harry! 🤯
Today he's sharing his favourite closing technique which is his whole sales philosophy:
"Commitment isn't a sales technique. It's a way of life."
Closing starts at hello
For Harry, closing doesn't start at the end of a conversation, it starts with commitment at the very beginning. And it runs both ways.
Which also means 'If a prospect doesn't hold up their end of an agreed step, following up isn't nagging. It's honouring the plan! Fairness for both sides.'
The price, then silence
Before Harry talks price, he wants to understand what he's walking into:
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Who's across from me?
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What do they really want to achieve? → professionally, for their family, for others?
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And what of that can I honestly deliver. AND what not?
Only then does he summarise the need out loud, and place the price against it.
And here's the hardest part for most sellers: Letting it sit.
No talking over it, no softening it, no "but of course we can be flexible."
Our favourite Harry Negotiation Tactic: The WC Break.
Sometimes he leaves the room, after presenting the product. Grabs a coffee or goes to the bathroom, and leaves the product demo open so the prospect can play with it on their own, without him hovering.
"Trust is never built by talking more. It's built by letting the customer think."
Here is why this is a Top Seller Tactic based on cognitive psychology 🧠:
When people feel pressured into a decision, they develop psychological reactance (resistance to what feels like a loss of choice) and lower confidence in the decision itself. When customers feel self-determined and free of strong persuasion, they resist less and develop greater confidence in their choices. Harry's silence and his literal absence from the room, hands the prospect back that sense of control. The space does the selling.
Three ways to put it to work
1. Agree the next step inside every conversation. Never after.
It's Sales 1.0.1., and yet often forgotten! End on a specific, mutually-agreed action and date, not "I'll be in touch." Commitment is only fair when both people signed up for it.
2. Name the price. Then stop talking.
The urge to justify your number is usually you negotiating against yourself. Let it stand.
3. Give them room to play.
Where you can, step back and let the prospect explore the product without you in the room. Space builds ownership, and ownership builds trust.
📅 Where to next?
Harry is one of the top sellers at Doctolib. And we want to bring as much value to you as possible, which is why we will sit down with Camille von Arnim, Sr. Director Sales @ Doctolib | Ex-Head of Growth Sales Amazon to discuss YOUR best next career steps.
Enterprise or Scale-up… which environment actually fits you?
Before you make your next career move in sales, what should you really know?
Camille speaks openly about her path from Amazon into a scale-up. Today, as Sr. Director Sales, she owns growth at Doctolib, one of the fastest-growing health-tech companies in Europe, and she knows first-hand how differently the day-to-day, the pace, the structure, and the level of ownership feel in each world.
What you'll take away:
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The biggest differences between enterprise and scale-up; from daily work to pace to expectations
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How to figure out which environment fits your type
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Which enterprise learnings help you in a scale-up (and whether you really need enterprise experience first)
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What to watch for in the application and recruiting process; including the questions you must ask as a candidate
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And our favourite: a realistic perspective on career, parenthood, and work-life balance in both set-ups
At the end, you'll have the chance to ask your own questions and get answers on the spot.
Who's it for? Sales reps in DACH planning their next career step, whether toward enterprise or scale-up, who want to know what really counts before they decide.
Got a question you definitely want answered? Send it to us in advance at info@salesindach.com and we'll take care of it 🤗
This is the 1# of our Newsletter Series featuring TOP SELLERs Playbooks & Best Practices from the Sales in DACH Ecosystem!
Over the next 4 months, you will learn a lot more from Top Reps working for growing companies like Doctolib.
On top of that, we will match Events to these best practices and give you everything you need to become the TOP SELLER, no matter where you work!
Have a specific topic in mind?
Let us know in the comments and we'll fit it in! ⬇️
Your Sales in DACH Team ✨
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