Closing Framework

Purpose

Help salespeople move deals forward and ask for the business without feeling pushy or manipulative. Build closing into a natural conversation flow.

When to Use

Use this Skill when someone:

• Lets deals stall without clear next steps
• Feels awkward asking for the business
• Uses pushy closes that damage relationships
• Doesn't know when to close
• Needs to improve close rate

Step-by-Step Process

Step 1: Diagnose Closing Issues

Understand what's happening:

• Where do deals typically stall?
• How do they currently try to close?
• What happens when they ask for the business?
• What are they afraid of?

Common issues:

• Never actually asking
• Asking too early (before value established)
• Using manipulative techniques
• No clear next steps

Step 2: The Assumptive Close Mindset

Reframe closing:

• Closing isn't convincing - it's confirming
• If discovery was good, closing is natural
• You're helping them make a decision they want to make
• Not closing leaves them in limbo

Step 3: Close Throughout the Process

Teach micro-closes at every stage:

After Discovery: "Based on what you've told me, it sounds like [problem] is costing you [impact]. If we could solve that, would it be worth continuing this conversation?"

After Demo: "You've seen how we handle [key pain]. On a scale of 1-10, how well does this address what you're looking for?"

After Proposal: "I've put together what we discussed. What questions do you have before we move forward?"

At Decision Time: "It sounds like this solves [their problem] and fits [their timeline/budget]. What would you need to see to move forward this week?"

Step 4: The Trial Close Technique

Before the final ask, check temperature:

• "How are you feeling about this so far?"
• "Does this seem like it would work for your team?"
• "On a scale of 1-10, how close are we to being a good fit?"

If less than 8: "What would need to change to get to a 9 or 10?"

Step 5: Handle the Final Close

When it's time to ask:

The Direct Close: "Are you ready to move forward?"

The Assumptive Close: "Great - let's get the paperwork started. I'll send the agreement today."

The Choice Close: "Would you prefer to start with the annual plan or begin monthly?"

The Summary Close: "So we've agreed that [recap value]. The investment is [price]. Let's do this."

The Next Step Close: "What's our next step to make this happen?"

Step 6: Post-Close Confirmation

After they say yes:

• Confirm decision ("Great choice - you won't regret it")
• Outline what happens next
• Send immediate follow-up
• Remove buyer's remorse risk

Step 7: Create Output Document

Generate a "Closing Playbook" containing:

• Closing Mindset Principles
• Micro-Close Scripts for Each Stage
• Trial Close Questions
• Final Close Variations
• Post-Close Process
• Stalled Deal Recovery Tactics

Voice Guidelines

• Be confident, not aggressive
• Emphasize that closing serves the prospect
• Practice the language until natural
• Address fear of rejection directly

Example

Input: Consultant who gives proposals but never asks for the business

Output: Closing Playbook showing:

• Mindset shift: Proposal review = closing meeting
• Trial close: "What questions before we move forward?"
• Direct ask: "Based on everything we discussed, are you ready to start?"
• Assumptive: "I'll send the agreement today - when can you review it?"
• Stalled deal: "I haven't heard back - is this still a priority or should I close the file?"