The Last Mile Seller and the Future of Closing Deals

AI has transformed how buyers research and evaluate options, but it has not eliminated hesitation. In this episode, Victor Antonio explains why confidence, judgment, and human insight still determine who closes the deal.

Who This Episode Is For
‣ Sales professionals navigating AI driven buyers
‣ Leaders rethinking sales strategy
‣.Anyone responsible for closing complex deals

What You’ll Learn
‣ How AI changes buyer research behavior
‣ Why certainty and anxiety define decisions
‣What the last mile seller actually does
‣How to stay relevant as sales evolves

Timestamps (Chapters)
0:00 Intro – Why Sales Is Changing but Buyers Aren’t
1:45 How Buyers Research Differently in an AI World
6:10 The Biggest Mistake Salespeople Are Making Today
11:30 Understanding the Confidence Margin in Buying
17:20 Why AI Won’t Replace High Skill Sales Roles
22:40 Becoming a Domain Expert Instead of a Pitcher
28:30 The Last Mile Where Humans Still Close Deals
34:15 Why Authenticity Matters More Than Ever in Sales
39:20 Victor’s Definition of Closing the Deal
41:30 Ewell’s Closing Perspective on the Future of Sales

Guest Bio
Victor Antonio is a sales trainer and speaker who works with organizations across the United States to help teams understand buyer behavior, sales psychology, and modern selling strategies.

Host Bio
The Close The Deal Podcast is published and hosted by Ewell Smith. Ewell is a franchise advisor, the author of Your First Franchise Roadmap, and the publisher of Close The Deal, where he sits down with operators, founders, and deal makers to unpack how real business decisions actually get made.

For show notes and Victor Antonio’s mindset quotes, visit @

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