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Sales Skills / Close With Confidence / Lesson 27
LESSON 27 · CLOSE WITH CONFIDENCE

Get the Paperwork Done

Practical ways to get the paperwork done, turning a verbal yes into a signed agreement.

A yes is not final until signed. Make signing easy.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Secrets of Closing the Sale (Zig Ziglar), The Psychology of Selling (Brian Tracy), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: A verbal yes is not final
TIP 1

A verbal yes is not final

A signed agreement protects both sides, so move quickly to complete it.

TRY THIS
Prepare early.
Photo for the tip: Prepare documents in advance
TIP 2

Prepare documents in advance

Having contracts ready prevents delay.

TRY THIS
Create templates.
Photo for the tip: Send quickly
TIP 3

Send quickly

Within hours of the yes keeps momentum.

TRY THIS
Do it promptly.
Photo for the tip: Offer a walkthrough
TIP 4

Offer a walkthrough

Explaining key points answers questions.

TRY THIS
Offer a call.
Photo for the tip: Use e-signature
TIP 5

Use e-signature

Fast, easy signing removes friction.

TRY THIS
Set it up.
Photo for the tip: Highlight key terms
TIP 6

Highlight key terms

A one-page summary helps busy readers.

TRY THIS
Write one.
Photo for the tip: Agree a signing date
TIP 7

Agree a signing date

A gentle deadline prevents drift.

TRY THIS
Propose it.
Photo for the tip: Follow up kindly
TIP 8

Follow up kindly

Short reminders keep things moving.

TRY THIS
Calendar them.
Photo for the tip: Use simple language
TIP 9

Use simple language

Plain terms build trust.

TRY THIS
Edit.
Photo for the tip: Paperwork delays deals
TIP 10

Paperwork delays deals

Speed helps.

TRY THIS
Prepare early.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

SEND

“I will send the agreement today.”

CHECK

“Would you like me to walk you through it?”

HELP

“Here is a short summary of key terms.”

DATE

“Could you sign by Friday?”

REMIND

“Just a friendly nudge on the paperwork.”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Prepare documents in advance
DAY 2
Use simple language
DAY 3
Send quickly
DAY 4
Offer a walkthrough
DAY 5
Use e-signature
DAY 6
Follow up
DAY 7
Review

Further reading

  • Secrets of Closing the Sale (Zig Ziglar)
  • The Psychology of Selling (Brian Tracy)
  • The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

← All Close With Confidence lessons
Next lesson: Close With a Committee →

More lessons in “Close With Confidence”

Keep going. Small steps every day make a big change.

← Previous: Handle the Last-Minute WobbleNext: Close With a Committee →

  1. Closing Is Helping Someone Decide
  2. Why Sellers Fear Asking
  3. Ask Early, Ask Often
  4. Silence After the Ask
  5. Do Not Apologise for Asking
  6. Believe the Customer Deserves a Decision
  7. Check Your Own Fear First
  8. Buying Signals You Must Not Miss
  9. The Trial Close
  10. Ask "How Does This Sound So Far?"
  11. Notice When Questions Turn to Details
  12. When the Body Says Yes
  13. What to Do If You Miss the Moment
  14. Test the Water Before You Ask
  15. The Assumptive Close, Done Kindly
  16. The Choice Close: A or B?
  17. The Summary Close
  18. The Next-Step Close
  19. The "Shall We Get Started?" Close
  20. The Question Close
  21. Close in One Sentence
  22. Map the Decision Process
  23. Win Over Every Person Who Matters
  24. Keep Momentum Between Meetings
  25. The Mutual Action Plan
  26. Handle the Last-Minute Wobble
  27. Get the Paperwork Done
  28. Close With a Committee
  29. Find the Real Reason Behind "Maybe"
  30. Reassure Without Pressuring
  31. Offer a Small First Step
  32. Use Gentle Urgency Honestly
  33. Ask "What Would Make This an Easy Yes?"
  34. Keep the Relationship If They Say No
  35. Say Thank You Properly
  36. Reinforce Their Decision
  37. Set Clear Expectations
  38. Plan a Smooth Start
  39. Check In Within a Week
  40. Ask for a Referral at the Right Time
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