How to Navigate "Coffin Corners" in Sales
In sales, a "coffin corner" isn’t a term you’ll find in most business textbooks, but it’s a fitting metaphor borrowed from sports and aviation. In American football, the coffin corner is the tricky spot near the end zone where a punt aims to pin the opponent in a difficult position. In aviation, it’s a narrow zone where the margin for error vanishes, and even a small mistake can have serious consequences. In sales, a coffin corner represents those tight situations where options are limited, risks are high, and one wrong move could cost you the deal.
Mahesh Madhav
5/7/20251 min read
How to Recognize a Coffin Corner in Sales
The client is non-committal or stalling.
Budget or authority is unclear.
Multiple decision-makers are involved, but no one is taking ownership.
The competition is fierce and the differentiation is unclear.
Strategies to Navigate Coffin Corners
Clarify Needs and Authority: Ask direct questions to uncover the real decision-makers and their priorities.
Reframe the Conversation: Shift focus from price or features to value and outcomes. Help clients envision success with your solution.
Create Urgency: Use time-limited offers or highlight opportunity costs to encourage action.
Know When to Walk Away: Sometimes, the best move is to recognize a dead-end and refocus your energy elsewhere.
Stay Flexible: Be ready to pivot your approach, offer alternative solutions, or adjust terms to keep the deal alive.
Why Choose Mamekam Learning?
At Mamekam Learning, we teach you not just how to sell, but how to thrive in the toughest corners of the sales field. Our expert mentors-real industry leaders-share practical strategies to help you identify, navigate, and win even when the odds seem stacked against you.
If you’re ready to learn how to turn every coffin corner into a winning opportunity, Mamekam Learning is your launchpad.
Connect
Join us for innovative Upskilling India with AI, Real-World Skills. One Goal : Your Growth
Support
official@mamekam.in
8500522681
Copyright @Mamekam Learning 2025 | Powered by Vamsharaj Technologies Private Limited