Module 6: Closing Deals
Learn closing techniques, proposal best practices, and how to navigate the final stages of a deal.
Module Tasks
Create your proposal template
Build a professional proposal template that summarizes value, pricing, and terms clearly.
Develop a closing checklist
Create a checklist of everything needed to close: stakeholder buy-in, legal review, procurement process, etc.
Build your follow-up system
Create templates and cadences for following up on proposals without being annoying.
Streamline your contract process
Set up e-signature, standard terms, and approval workflows to minimize closing friction.
Closing Techniques
The Assumptive Close
Act as if they've already decided to move forward.
The Summary Close
Summarize all the value and benefits before asking for the commitment.
The Urgency Close
Create legitimate time pressure to drive a decision.
The Alternative Close
Give them a choice between two positive options.
The Direct Ask
Simply and directly ask for the business.
Buying Signals to Watch For
These signals indicate a prospect is ready to close. When you see them, ask for the business.
Winning Proposal Structure
Executive Summary
One paragraph summarizing the problem, solution, and key outcomes. This may be all a busy executive reads.
Problem Statement
Reflect back what they told you about their challenges. Show you listened.
Proposed Solution
How your product/service solves their specific problems.
Expected Outcomes
What success looks like - concrete, measurable results.
Investment & Terms
Clear pricing, what's included, and payment terms.
Next Steps
Clear path to move forward with specific actions and dates.
Post-Proposal Follow-up Cadence
| Timing | Action | Message |
|---|---|---|
| Day 1 | Send proposal recap email | "Thanks for the conversation. Attached is the proposal we discussed. Key points: [summary]. Happy to jump on a call if any questions." |
| Day 3 | Value-add follow-up | "Thought of you - here's a case study showing how [similar company] achieved [result]. Let me know if helpful." |
| Day 7 | Check-in call/email | "Wanted to check in on the proposal. Have you had a chance to review? Any questions I can answer?" |
| Day 10 | Stakeholder offer | "Happy to jump on a call with [their boss/team] if that would help move things forward." |
| Day 14 | Timeline check | "You mentioned wanting to implement by [date]. To hit that, we'd need to kick off by [date]. How are things progressing on your end?" |
Common Deal Killers & How to Avoid Them
No clear decision maker
Solution: Always confirm decision authority early. Ask: 'Who else needs to be involved in this decision?'
Prevention: Multi-thread into accounts - build relationships with multiple stakeholders.
Unclear buying process
Solution: Map their procurement process upfront. Ask: 'Walk me through how your team typically buys software.'
Prevention: Get this info in discovery before investing heavily in the opportunity.
Champion leaves
Solution: Build relationships with multiple stakeholders. Create value for the organization, not just one person.
Prevention: Always ask about team stability and upcoming changes.
Budget gets reallocated
Solution: Create urgency and document cost of delay. Make the ROI case undeniable.
Prevention: Tie your solution to a critical business initiative with executive sponsorship.
Legal/security delays
Solution: Get security questionnaires and legal requirements early. Don't wait until the end.
Prevention: Ask about compliance requirements in discovery. Pre-populate common questionnaires.
Key Takeaways
- 1.Watch for buying signals and ask for the business when you see them.
- 2.Your proposal should be a summary of what they told you, not a product brochure.
- 3.Follow up persistently but add value each time - don't just "check in."
- 4.Map the buying process early to avoid surprises at closing time.
- 5.Multi-thread into accounts - one champion leaving shouldn't kill your deal.