Closing the deal

Summarise, confirm and agree the next steps in writing. Lesson 52 of 58: Negotiation, CEFR C1.

Spotting the moment

• Buying signals: questions about details (“When could you start?” “How does payment work?”), small concessions, a warmer tone. When you see them, stop selling and start closing: “It sounds like we’re close. Shall we go through the terms?”
• It sounds like we’re close to an agreement.
• Are we in a position to agree on this today? (A direct close)

Summarise and confirm

• Summarise every point aloud before you finish: “So, just to confirm: 1,200 units at 41 each, delivery in two batches, payment in 60 days, and a two-year contract. Is that everyone’s understanding?” Misunderstandings found now cost nothing; found later they cost the relationship.
• Let me just summarise what we’ve agreed.
• Is that everyone’s understanding?

Next steps, and putting it in writing

• End with who does what by when, and a written record: “I’ll send a summary by email this afternoon. Could you confirm by Thursday? Then our legal team will send the contract.” Thank them for the conversation, whatever the outcome.
• Across cultures: some value directness and speed (“Let’s close today”); others need time, relationships and a group decision. Some say “yes” meaning “I hear you”, not “I agree”. Confirm in writing, always.
• I’ll put this in writing and send it to you today.
• Thanks for a productive discussion.
• I look forward to working together.
• Tip: If there is no deal, end well anyway: “I’m sorry we couldn’t find a way this time. Let’s stay in touch.” Today’s no is often next year’s yes.

Lines to have ready

• It sounds like we’re close. (Moving to close)
• Just to confirm what we’ve agreed:… (Summarising)
• I’ll send that over in writing today. (Next step)
• What are the next steps on your side? (Their process)
• Thanks for a productive discussion. (Ending)
• Let’s stay in touch. (Ending without a deal)

Your turn to speak

• Close an imagined deal: spot a buying signal, move to close, summarise four agreed points, confirm everyone’s understanding, agree written next steps, and thank them. Then do a second version where no deal is reached.
• I moved to close after a buying signal
• I summarised every point
• I agreed next steps in writing with a date
• I ended warmly, deal or no deal

Watch your video back for

• Eye contact: on the camera, not the screen or the floor
• Posture: upright and still, shoulders down
• Hands: visible and open, moving with the words
• Face: it shows what you mean, and smiles where it should

Related

• Lesson 51: Saying no, keeping the relationship
• Lesson 53: Nuance and understatement
• The whole English course

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