Protocol ID: SAL-07Category: Revenue Capture

The Contract
Closing Protocol.

The Executive Verdict

"Closing is not 'Persuasion.' Closing is Project Management. By the time you reach the Closing phase, the selling should be finished. The Professional uses a Mutual Action Plan (MAP) to work backward from the client's Go-Live Date to the signature date, making the close an inevitable conclusion."

  • MAP Strategy: Work back from Go-Live.
  • No PDFs: Use friction-free eSignature.
  • Assumptive: Stop asking; start guiding.

2. The Economic Reality (The Valley of Death)

Time Kills Deals. Every hour a contract sits unsigned, probability drops. Eliminate "Slippage."

MetricPassive Closing (Hope)Active Closing (Protocol)
Cycle Time45+ Days (Stuck in Legal)14 Days (Managed)
Close Rate30% of "Verbal Yes"80% of "Verbal Yes"
Forecast AccuracyLow ("I feel good")High ("Approved by Legal")

4. The Algorithm (Mutual Action Plan)

For deals >$5k, do not rely on email. Build a shared timeline.

1

The Anchor (Go-Live Date)

YOU: "When do you need this problem solved by?"
THEM: "We need the CRM running by Jan 1st."
2

The Work-Back

  • Jan 1: Go Live.
  • Dec 15: Implementation Call.
  • Dec 1: Legal Review Complete.
  • Nov 25 (Today): Send Contract to Legal.
3

Agreement

"If Legal takes 2 weeks, we can't launch Jan 1st unless we sign today. Can we do that?"

This shifts urgency from YOU to THEIR TIMELINE.

5. The Closing Scripts

The "Assumptive" Close

"I'll draft the paperwork for the 'Pro Plan'. What's the exact legal entity name I should put on the contract?"

Administrative questions imply the deal is done.

The "If-Then" Close

"I can't authorize 10% off. However, IF you sign by Friday, THEN I can ask my CFO. Is that a trade you're willing to make?"

Trade price for speed. Never give without getting.

6. Handling Legal

The Legal Triage Protocol

  • External Counsel? Ask if they use outside lawyers (Cost = Slow).
  • Pre-empt: Ask "What are the 3 things you usually flag?" (Liability? Data?).
  • Your Paper: Always force them to redline YOUR contract. It is harder to edit than to write.

The Anti-Patterns (Deal Killers)

The "Surprise" Contract

Sending terms you never discussed (Auto-renewal/Fees).
Fix: Review commercial terms verbally first.

The "Who Signs?" Gap

Sending DocuSign to the User, not the CFO.
Fix: Ask "Whose name goes on the line?" early.

Month-End Panic

Begging on the 30th.
Fix: Set deadline for the 25th.

9. The Connection

Chaotic Closing?

The Exeluma "Mutual Action Plan" Generator builds your closing timeline automatically based on the Go-Live Date.