Closing the sale does not need to be complicated. Write the proposal carefully, put options in front of the homeowners, ask which way they want to go — then stop talking.
Where it sits
The Close follows a completed Pre-Close: the homeowners are comfortable with the product, the company, and you, and the investment has been isolated. Now the proposal brings it all together — everything discussed throughout the appointment, written down clearly, with the options available to them. From here, the appointment ends in the Button-Up — or, if they object, in the objection framework and the other closes.
What it is
Take your time writing the proposal — this is not the step to rush. Always write down a couple of options instead of a single yes-or-no number: that is the Option Close, and it lets the homeowner compare the choices and pick the direction they prefer. Place the finished proposal in front of them and ask which way they want to go. The specific products change with what you sell; the principle does not.
Then comes the hardest discipline in the step: silence. Once you have asked the closing question, do not speak until they do. Don’t re-explain the proposal, don’t defend anything, don’t fill the quiet with information they didn’t ask for. You asked a question — let them answer it. If they choose an option, complete the work order carefully and completely. If they object instead, don’t abandon the sale and don’t guess: listen to what they actually said, then run the documented route — the 7-stage objection framework and the twelve closes, each drilled on its own page in the close library.
“Please let me know which way you all want to go — Option A or Option B?”
“Please let me know which way you all want to go — 3-tab or architectural?”
The checklist
Most reps break the silence in training long before they would survive it at a table. Spar holds the pause against you in live rounds and grades what happens after you ask — $29/month. Spar before you knock.