Guest Bob Kosics presents a simplified qualification framework focusing on three critical questions to determine if a deal will close on schedule: Why is the customer buying at all? Why are they buying from you specifically? And why must they buy right now?

Most sales are lost to inertia, not rejection. Implement a specific, escalating follow-up sequence (30 mins, 60 mins, next day) after sending an offer. This disciplined approach isn't pushy; it helps busy prospects make a decision while their interest is at its peak.

Instead of offering a fake, expiring discount to create urgency, frame it as a payment for predictability. Tell the prospect you will pay them a discount in exchange for mutually aligning on a specific close date, which helps you forecast accurately. This turns a sales tactic into a valuable business exchange.

If a customer asks to push a signed deal past an agreed-upon deadline, don't say yes or no. Saying "I don't know if we can hold the price" creates productive uncertainty. This forces them to weigh the risk of losing their discount against the inconvenience of finding a way to sign on time, often leading them to solve the problem themselves.

Instead of just sending a proposal PDF, record a two-minute video walking through the pricing. This 'eliminates the game of telephone' by allowing you to directly explain the value behind each line item to the ultimate budget holder, ensuring your champion doesn't miscommunicate the message.

Sellers often avoid scheduling a live proposal review because they fear creating friction. However, this avoidance is what causes prospects to ghost. A live walkthrough is essential to eliminate ambiguity, handle objections, and secure commitment, preventing the deal from stalling.

When stacking value in an offer, don't just add random bonuses. Strategically design each bonus to address a specific, predictable customer objection, such as 'I don't have time' or 'This seems too complex.' This transforms value-stacking from a generic tactic into a precise conversion tool.

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.

Discussing pricing early doesn't mean you're in the proposal stage. True proposal and negotiation begins only after you have secured explicit agreement on the problem, the solution, and from the key decision-maker. At this point, the deal would close if it were free; price is the only remaining variable.