Choose a close that fits the situation
Match the next question to the buyer’s readiness and evidence needs.
Learn the skill
When the details feel scattered, use a summary close: recap agreed priorities, scope, cost, responsibilities, and unresolved issues. Then ask what you missed.
When the buyer accepts the need but wants proof, consider a scoped pilot with success criteria, cost, duration, and exit terms. A pilot should answer a buying question.
Offer alternative choices only when both are suitable and declining remains an option. A conditional commitment clarifies a requirement; it is not proof of a won deal.
Read, then apply
Start with the closing guide. The teacher profile offers further reading.
The summary close →The alternative-choice close →The pilot close →The conditional-commitment close →The direct decision →Ideas from Brian Tracy →One buyer wants a recap before deciding. Another is unsure the workflow fits their team. A third is choosing between two suitable onboarding schedules.
Your assignment
Choose a closing approach for each buyer and write the question you would ask. Explain why a different approach would be premature.
What you’ll produceThree situation-specific closing questions with reasoning.
Review your work
- Each close fits the buyer’s stated need.
- Terms and unresolved issues remain visible.
- The question leaves room for a genuine no.
Practice with an AI assistant
Copy this prompt into your preferred assistant, or ask a colleague to use the scenario. Check the feedback against the checklist above.
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