The conditional-commitment close
Clarify whether resolving a specific requirement would enable the next decision.
When this helps
The buyer has identified a concrete requirement and you need to understand its role in the decision.
A question to make your ownIf we can verify that integration under the agreed scope, would you be ready for the technical review, or are there other requirements we should address?
Confirm that the requirement is real and specific
Ask what must work, who evaluates it, and what evidence is acceptable. Do not label the concern a smokescreen or assume it is the only issue.
Stay within your authority
Promise to investigate only what you can actually investigate. Obtain approval before changing scope, price, or contractual terms. A buyer’s conditional interest does not authorize you to offer an unsupported concession.
Record the conditions and review the result
Document the requirement and the intended next step. After verification, ask whether anything has changed. Conditions can evolve; the buyer must still make an informed decision.
What it can sound like
Illustrative conversation: Buyer: “We also need procurement approval.” Seller: “Then integration is one condition, not the entire decision. Let’s include the procurement requirements in the plan.”
What to watch for
Using “If I do this, you must buy” as a trap or offering an unauthorized discount to force agreement.
One thing to try.
For one stalled deal, write the requirement, evidence needed, decision owner, and proposed next step.
Put it into practiceTake it to your AI assistant
Add anonymized context to this prompt. Review the response against what you know about the buyer.