Free training · Closing
They say “yes, this is the right fit.” Don't close yet.
No hard close. Commitment questions guide the prospect to their own decision, and the follow-up question makes them sell it to themselves.
The one rule: “feel”, never “think”.
“Think” sends them to logic, where doubt and delay live. “Feel” keeps them in emotion, where decisions are made.
- Step 1
Ask the commitment question
“Do you feel like this could be the right solution for you?”
- Tone
- Calm. Then stay quiet.
- Listen for
- Not just the word yes. How they say it.
- Step 2
Scenario A: a strong yes
“Hold on… why do you feel it's the right solution?”
- Why it works
- They list every reason it fits. They're selling it to themselves.
- Step 3
Scenario B: an unsure yes
“You sound a little unsure… off the record, what's going through your mind?”
- Tone
- Concerned. Slow.
- Don't
- Skip past it. An unsure yes becomes a no after the call.
- Step 4
Handle what comes up
“Okay… and what would need to be true for you to feel confident about it?”
- Why it works
- It turns the doubt into a specific, solvable point.
- Step 5
Transition to the next step
“Looks like we've covered everything that's important to you. The next step would be [X]. Would that be okay with you?”
- Drill
- Write your transition sentence with your real next step and say it out loud until it sounds calm, not salesy.
Want me to run this with you on your calls?
In 1:1 mentoring we go through your real recordings and turn this into your own close. Apply in 2 minutes.