Don't ask, "Do you want to sign?" Ask, "Should I put the delivery address as your office or your home base?" This is the "assumptive close." You assume the deal is done; you are just ironing out logistics.
Closing is not about forcing someone to make a choice. It is about helping them make a decision they already want to make. Shift from Selling to Solving
Always circle back to why your offer matches their specific needs. If objections arise, address them openly rather than ignoring them.
Approach the closing phase with the belief that a successful, mutually beneficial outcome is inevitable. If you have done your due diligence, the close is just the next logical step. the art of closing any deal pdf
Phrases like "How soon can this be implemented?" or "What does the onboarding process look like?" are strong indicators that it is time to close.
Given the book’s age (originally published in 1985 and republished by Warner Books in 1991), many readers are searching for a free digital copy. However, , and the book is currently protected under copyright by the publisher.
Proceed as if the customer has already decided to buy. Example: "Shall I send the contract to you or directly to your legal department?" Don't ask, "Do you want to sign
The Zero-Sum Game
Being too desperate for a deal can be smelled from a mile away. Focus on providing value, not just meeting a quota. 2. Timing the Close: When to Ask
Create authentic urgency by offering a special benefit that expires. This could be a limited-time bonus, a soon-to-expire price point, or an immediate onboarding slot. 4. Overcoming Late-Stage Objections Shift from Selling to Solving Always circle back
Write down the top 5 objections you hear. Write out a 30-second response for each one that validates the concern, then pivots to value.
Before you reach the final stage, ensure you are talking to the person who has the power to sign the check. Involving stakeholders early prevents last-minute surprises.
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List all the value points the buyer will get. This reminds them of everything they gain.
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