Asking a prospect "what should we do next?" cedes control and leads to inefficient sales cycles. As the seller, you are the expert on how to buy your software. Confidently propose the next two steps, including who needs to be involved, to guide the evaluation efficiently.

Instead of waiting until the end to close, establish the meeting's potential outcomes upfront. Get the prospect's permission to deliver a 'no' if it's not a fit, and pre-agree on a specific next step if neither party says 'no'. This eliminates the buyer's power to stall later on.

High-pressure closes often fail because they turn the decision into a monumental, risky event. A better approach is to make the close a natural, logical next step in a collaborative process. By framing it as the simple execution of a pre-agreed solution, you lower the stakes and make it easier for the buyer to say yes.

To avoid ghosted deals, end discovery calls by directly asking: 1) "Do you want to buy?" to validate intent, 2) "When do you want to buy?" to validate the timeline, and 3) "How do you buy?" to confirm the path to the decision-maker. This forces clarity and surfaces deal risks early.

End discovery calls by directly asking if the prospect wants to buy, when they want to buy, and how they buy. This forces clarity on intent, timeline, and the path to power, surfacing potential deal blockers early.

To avoid sounding pushy when asking critical questions about a deal's viability, frame them as necessary steps to ensure the customer's success post-implementation. This shifts the intent from closing a deal to building a successful partnership, encouraging open answers.

A common closing failure occurs when a seller moves to the proposal stage while the buyer is still unconvinced the solution addresses their specific problem. Sellers must explicitly confirm the buyer agrees the solution solves their pain before asking for the sale to avoid this critical disconnect.

The act of closing isn't just asking for the business; it's the composure you maintain *after* the ask is made. Like a bowler whose arm remains extended to ensure accuracy, a salesperson must stay balanced and handle final concerns without defensiveness. Rushing or emotionally flinching after the ask is made will cause the shot to drift.

Before investing time to create a perfect offer, secure a conditional commitment by asking, 'If I can deliver on these specific things we've discussed, do we have a deal?' This tactic prevents the prospect from backing out to 'think about it' and ensures your efforts are aligned with a committed buyer.