THE 3-QUESTION PRE-CLOSE FILTER

QUESTION 1:

Why does this matter to THEM — in one sentence?

Not the features.

Not what you think is valuable.

The specific outcome they said they wanted.

If you can't explain it in one sentence without looking at your notes, you don't know your buyer well enough yet.

Go back and ask one more question before you attempt to close.

QUESTION 2:

What happens if they DON'T buy?

This is where urgency lives.

Not in artificial deadlines.

Not in pressure tactics.

In the real cost of inaction.

What do they lose by waiting?

• Money?
• Time?
• Opportunity?
• Competitive advantage?

The right answer to this question makes closing feel like helping, not pushing.

QUESTION 3:

Why NOW — not next month?

If you can't give a specific, honest reason:

• A genuine market condition
• Limited availability
• A price point that changes
• A time-sensitive opportunity

Don't manufacture one.

Either find a real reason or accept that the timing isn't right.

Forcing urgency without truth destroys trust.

HOW TO USE THIS

Run through all three questions before every close — even if the deal feels certain.

The discipline is the point.

When you can answer all three clearly, you'll feel the difference.

You're not pushing anymore.

You're just making sense.

BONUS QUESTION

(The one my boss never taught me)

"Am I the right person to close this — or does this client need someone else?"

Knowing when to hand off is just as important as knowing how to close.

The best salespeople don't chase every deal.

They protect the client's outcome first.

And that's exactly why more people trust them.