From the situation in front of you — the stage of the decision, the pattern of what's unresolved, and the motive the decision turns on. The system has twelve closes because it recognizes (at least) twelve different decision situations, and the rep with one favorite close is answering every situation with the same tool and calling the mismatches “tough customers.”
The short answer
The stage. A first-visit decision, a revisit, a door-step appointment ask — the Initial Visit, Contingency, and Doorknob closes exist because timing is a variable, not a backdrop. The unresolved pattern. Hesitation between options points at the Option Close; a concern that survives the presentation points at Franklin T's list; a decision that needs the office points at Higher Authority. The motive. The close is built around the primary hot button — the reason this homeowner, specifically, moves — and a close aimed at the wrong motive closes nothing, however well it's delivered.
How it runs
The when-to-use material maps each close to its conditions — the situations it was built for and the signals that call for it. Read the appointment the way the framework reads an objection: what is actually being decided, by whom, against what remaining weight? Then the close selects itself with surprising clarity, and the ones that remain are delivery problems, which are trainable. The closes hub carries all twelve with their pages; this cluster's guides take the selection calls one at a time.
Choosing and running the right close is drilled across Spar's twelve closing drills. Round 1 is free. Spar before you knock.