The Closure Framework

🏆 LEVEL 12 — The Closure Framework

What you'll learn:

Closing isn't one moment — it's a three-stage process.

Close, Close, Hard Close — every great sale follows this rhythm.

Most salespeople either close too early (and scare buyers) or never close at all (and lose deals).

This level teaches you the systematic approach pros use.

---

Why it matters:

The problem:

• Close too early → "Whoa, I'm not ready yet"
• Close too late → "So... are we doing this?"
• Never close → Lost opportunity

The solution: The Closure Framework gives you a clear path from interest to commitment.

---

🎯 The Three-Stage Closure Framework

STAGE 1: The Trial Close (Testing Readiness)

Purpose: Gauge interest without pressure

When: After presenting value, before assumptive language

What it does: Tests the temperature without asking for commitment

Key phrases:

• "On a scale of 1-10, how interested are you?"
• "How are you feeling about this so far?"
• "Does this make sense for what you're trying to do?"

What you're listening for:

• 7-10 = Ready for Stage 2
• 4-6 = More value needed
• 1-3 = Might not be a fit

Example:

You: "On a scale of 1-10, how aligned does this feel with what you need?"

Buyer: "Probably an 8."

You: ✅ Move to Stage 2

---

STAGE 2: The Assumptive Close (Building Momentum)

Purpose: Start assuming forward movement without asking permission

When: After trial close shows 7+ interest

What it does: Guides them toward commitment through assumptive language

Key characteristics:

• Use "when" not "if"
• Talk about next steps as if decided
• Use ownership language: "Your program", "Your results"

Key phrases:

• "Great — let's get you started with..."
• "What I'll do is set you up with..."
• "Your first step will be..."
• "When you start, you'll see..."

Example:

You: "Great — sounds like this is a fit. Let's get you started with the onboarding process. What I'll do is..."

Buyer: "Okay, how does that work?" ✅ Following your lead

---

STAGE 3: The Hard Close (Direct Ask)

Purpose: Get explicit commitment

When: After assumptive close has built momentum

What it does: Directly asks for the decision

Key characteristics:

• Clear and direct
• Calm confidence (not desperation)
• No apology in your voice

Key phrases:

• "So are we doing this today?"
• "Should I get you started now?"
• "Are you ready to move forward?"

Example:

You: "So are we doing this today?"

Buyer: "Yes, let's do it." ✅ Closed

---

🧭 The Complete Framework in Action

Full Example:

After presenting value...

---

Stage 1 - Trial Close:

You: "Based on everything we've talked about, on a scale of 1-10, how aligned does this feel?"

Buyer: "I'd say like an 8."

You: "Awesome — what would make it a 10?"

Buyer: "Just want to make sure the timing works."

You: Address timing concern

---

Stage 2 - Assumptive Close:

You: "Perfect. So here's what we'll do: I'll get you started with the onboarding today. Your first session is this week, and you'll start seeing results within the first 7 days. Does that timing work?"

Buyer: "Yeah, that works."

---

Stage 3 - Hard Close:

You: "Great. So are we doing this today?"

Buyer: "Yes, let's do it."

---

⚠️ Common Mistakes

Mistake 1: Skipping the Trial Close

Going straight to hard close:

"So should we do this?" (too soon)

→ Buyer: "Whoa, I'm not ready yet."

Fix: Test readiness first with trial close

---

Mistake 2: Never Getting to Hard Close

Staying in assumptive language forever but never asking:

"So when you start, you'll see..."

→ Buyer: "So... are we actually doing this?"

Fix: After assumptive momentum, ask directly

---

Mistake 3: Weak Tonality on Hard Close

"So... maybe we could... if you want to... possibly?"

→ Buyer loses confidence

Fix: Clear, direct, confident: "So are we doing this today?"

---

Mistake 4: Going Backwards After Stage 2

Buyer: "Okay, so how does that work?"

You: "Well... are you sure you want to?" (backtracking)

→ Buyer: "Wait, I thought we were moving forward?"

Fix: Stay in assumptive language, keep momentum

---

🎯 Reading the Signals

Signs they're ready for next stage:

Ready for Stage 2 (Assumptive):

• Trial close shows 7+ interest
• They're asking "how" questions
• Body language/voice is engaged

Ready for Stage 3 (Hard Close):

• They're following your assumptive lead
• Asking logistics questions
• Minor concerns are addressed
• You've built clear momentum

---

💡 Key Principles

1. Don't skip stages

   • Each stage builds on the last
   • Skipping = pressure or missed opportunity

2. Match tonality to stage

   • Trial Close: Curiosity
   • Assumptive Close: Certainty
   • Hard Close: Calm authority

3. Handle objections within the framework

   • Objection in Stage 1: Address, then re-trial close
   • Objection in Stage 2: Address briefly, continue assumptive
   • Objection in Stage 3: Isolate and resolve, then re-close

4. Momentum is everything

   • Once you start Stage 2, keep moving forward
   • Don't second-guess yourself
   • Trust the framework

---

Your Goal:

Execute all three closing stages smoothly, building momentum from interest to commitment.

When the buyer says "Yes, let's do it" naturally — you've mastered the framework.