Closing: Decision and Next Step

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)

1. Write the close checklist and decision email.
2. Set the signature path (e-sign tool, owners).
3. 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/