MODULE 5: CLOSING LIKE A MASTER NEGOTIATOR
5.1 Recognizing the Right Moment to Close
“Closing the deal is where most negotiators make mistakes. Many keep pushing after the other party is already convinced, which can actually lose the deal. The key is knowing when to stop negotiating and move to finalization.”
Look for these closing signals:
✔ The other party starts nodding or agreeing frequently.
✔ They ask detailed questions about logistics (e.g., “How soon can we start?”).
✔ They say things like, “This makes sense” or “I think we can make this work.”
“Once you see these signs, stop selling and close the deal!”
5.2 The Final Offer and Getting Commitment
✔ Use the assumptive close – Instead of asking “Do you want to move forward?” say “Let’s finalize the paperwork.”
✔ Summarize the agreement – “So, just to confirm, we’re moving forward with [terms of the deal].”
✔ Secure commitment – Ask, “Does that sound good to you?”
“Once you get a verbal commitment, immediately follow up with written confirmation to avoid last-minute changes.”
