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Sales Skills / Close With Confidence / Lesson 19
LESSON 19 · CLOSE WITH CONFIDENCE

The "Shall We Get Started?" Close

Practical ways to use the “Shall we get started?” close, a simple, friendly invitation to begin.

Friendly and direct works. Invite, then wait.

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: Friendly and direct works
TIP 1

Friendly and direct works

A simple invitation such as shall we get started? is clear, kind and easy to answer.

TRY THIS
Say it with a smile.
Photo for the tip: Use it after positive signals
TIP 2

Use it after positive signals

The line lands best once the customer has shown interest and has no big unanswered concerns.

TRY THIS
Watch the moment.
Photo for the tip: Pause after the question
TIP 3

Pause after the question

Let them respond in their own time.

TRY THIS
Count to five.
Photo for the tip: Answer last questions first
TIP 4

Answer last questions first

Remove remaining doubts before inviting them to begin.

TRY THIS
Ask is there anything else?
Photo for the tip: Start right away if they say yes
TIP 5

Start right away if they say yes

Keep the energy by moving straight to the first step.

TRY THIS
Have the next action ready.
Photo for the tip: If they say no, ask why gently
TIP 6

If they say no, ask why gently

Learn from the answer without arguing.

TRY THIS
Stay curious.
Photo for the tip: Offer a follow-up
TIP 7

Offer a follow-up

If they need time, agree a date to talk again.

TRY THIS
Set it.
Photo for the tip: Use it in emails
TIP 8

Use it in emails

A short friendly line works in writing too.

TRY THIS
Draft one.
Photo for the tip: Simple works
TIP 9

Simple works

It is clear and kind.

TRY THIS
Say it.
Photo for the tip: Pause after asking
TIP 10

Pause after asking

Let them answer.

TRY THIS
Count.

Easy things to say

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

START

“Shall we get started?”

SOFT

“Would you like to begin?”

DATE

“When would you like to start?”

CHECK

“Is there anything else you need first?”

WARM

“I would love to start working with you.”

THANKS

“Thank you.”

Your first week

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

DAY 1
Practise the phrase
DAY 2
Use after positive signals
DAY 3
Pause
DAY 4
Answer questions
DAY 5
Start when they say yes
DAY 6
Learn from a no
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: The Question Close →

More lessons in “Close With Confidence”

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

← Previous: The Next-Step CloseNext: The Question Close →

  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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