Closing: Decision and Next Step
Day 29 of 30 · B2B Sales 2026 Masterclass
Create a close checklist and decision email so the decision path is clear.
Learning Goal
- Write a close checklist (decision maker, risk, next step, signature path).
- Write a decision email template.
- Define signature process (e-sign, owners).
- Set go/no-go criteria.
- Use AI to summarize the deal before decision.
Why It Matters
- Closing is decision leadership, not price haggling.
- Without a clear next step, deals slip.
- Summary + decision email accelerates signoff.
Explanation
Close checklist
- Decision maker confirmed.
- Procurement pack shared/accepted.
- Risks handled (security, scope).
- Signature process + date + owners.
- Next step (kickoff date).
Decision email template
- Summary: goal, scope, price, time.
- Risk handling recap.
- Next step + decision deadline.
Examples
Bad: “Sent the proposal, waiting.”
Good: Summary + decision email + signature path + kickoff date.
Guided Exercise (10–15 minutes)
- Write the close checklist and decision email.
- Set the signature path (e-sign tool, owners).
- Apply to one active deal.
Independent Exercise (5–10 minutes)
Send the decision email, agree on signature date, log it.
Self-check
- Close checklist exists.
- Decision email ready.
- Signature path clear.
- Applied to one deal.
Optional Deep Dive
- Closing techniques: https://www.gong.io/blog/closing-sales-techniques/
- Decision email example: https://www.gong.io/blog/sales-follow-up-email/