Closes
Asking for the decision
14 entries · 2 traced to a named source · 12 free
- I'm still thinking about it.
- Would you rather start on the monthly plan or the annual?
- They pick one, and the deal moves forward.
Alternative-Choice Close
Common practice
- This looks like it could really help us.
- I'll get the paperwork over this afternoon, does Thursday work for kickoff?
- They confirm Thursday, or raise the objection still on their mind.
Assumptive Close
Common practice
- I just can't decide.
- Let's lay it out. What's on the yes side?
- They fill in the against column mostly on their own.
Ben Franklin Close
Benjamin Franklin (folklore)
- Before we wrap up, let's grab 20 minutes on the calendar for {{NextStep}} while we're both looking at it.
- (picks a date, which becomes a real commitment instead of a vague intention)
- You leave every call with a scheduled next step, not a maybe.
Calendar Close
Common practice
- No problem, I'll let you go.
- Just so I understand, what would have to be true for this to be an easy yes?
- They give a more honest answer, now that the pressure feels off.
Columbo Close
Columbo character (folklore)
- We're interested, let's revisit next month.
- We have one onboarding slot left this month, and after that the next start date is in six weeks.
- If you want the earlier start, I'd need a yes by Friday.
Now-or-Never Close
Robert Cialdini, Influence (1984)
- So that's {{Company}}, and we'll start the {{Plan}} on {{Date}}, did I get the spelling of your name right?
- (corrects a detail, which is itself a small yes to the paperwork)
- By the time they notice, most of the form is already filled in.
Order Blank Close
Common practice
- Take it for two weeks, no card, and just tell me at the end if it's not for you.
- (uses it daily and gets used to having it)
- Giving it back starts to feel like losing something they already own.
Puppy Dog Close
Kahneman, Knetsch and Thaler (1990)
- Does it integrate with our CRM?
- If it integrates cleanly with your CRM, is that the last thing standing between us and getting started?
- The vague "I'm interested" becomes a specific, testable commitment.
Question Close
Common practice
- Can you throw in onboarding?
- If I can get onboarding included, are you ready to sign today?
- Yes, let's do it.
Sharp-Angle Close
Common practice
- A customer in almost exactly your position started three months ago...
- ...and here's specifically what changed for them.
- (sees themselves in the story instead of hearing a pitch)
Similar Situation Close
Common practice
- So you get the faster turnaround, the reporting your boss asked for, and the fixed cost.
- Shall we set a start date?
- Agrees, yes let's set a date.
Summary Close
Common practice
- Signal the offer or fit may not be available, grounded in a real limit
- Realizes how much they actually want it and re-engages
- Avoid inventing fake deadlines; use genuine capacity or offer windows
Takeaway Close (Scarcity)
Common practice
- How does this sound so far, based on everything we've covered?
- (reveals real temperature: enthusiasm, hesitation, or a hidden objection)
- You know whether to move to the real close or dig deeper first.
Trial Close
Common practice