closing-deals
Closing Deals
Overview
Closing is not a moment — it's the result of everything that came before it. If you did discovery well, wrote a sharp proposal, and handled objections honestly, closing feels natural, almost obvious. This playbook covers what to do at the finish line: how to move a warm prospect to a signed contract, how to recover deals that stall, and how to set up the relationship so the first day as a client is as smooth as possible.
Step 1: Recognize the Buying Signals
Before you close, you need to know they're ready. Pushing a close on someone who isn't there yet damages trust. Watch for these signals:
Strong buying signals (they're likely ready):
- They ask about timelines, start dates, or onboarding details
- They ask about contract or payment terms (logistics = intent)
- They say things like "when can we get started?" or "this looks great"
- They've stopped asking objection-type questions and are asking implementation questions
- They've looped in another person (a finance person, a manager) — they're building internal consensus
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