How to Close Major Sales

Here’s the proposal template that helped me close over $100 million in enterprise sales: It’s also helped my clients close more than 50% of their deals when they use it. And until now, I’ve never shared it publicly. Most sellers are great at pitching features. But the ones who consistently win big deals? They know how to tell a great story. The truth is, executives don’t buy products - they buy confidence. They buy vision. They buy a story they want to be part of. If you want to sell like a top 1% seller, you need a proposal that doesn’t just inform… it moves people. Here’s how I do it 👇 The Story Mountain Framework for Sales Proposals: 1. Exposition – Introduce the characters and setting. Start with them: → “You’re trying to expand into new markets… to grow revenue… to unify your tech stack…” Set the vision. Make them the hero. 2. Rising Action – Lay out the challenges and obstacles. → “But growth stalled. Competitors moved faster. Customer churn increased.” Quote discovery calls. Surface real pain. Build emotional tension. 3. Climax – Introduce your solution. → “Then you found a better way…” Now show how your solution helps them overcome the exact obstacles you outlined. 4. Falling Action – Ease the tension. → “Here’s our implementation plan. Here’s the ROI. Here’s how others in your industry succeeded.” Give them confidence that this won’t just work—it will work for them. 5. Resolution – End with clarity. → “Here’s our mutual action plan. Let’s get started.” Lock in buy-in, next steps, and forward momentum. This structure has helped me close some of the biggest deals of my career—including an $8-figure enterprise deal at Salesforce where I used this exact approach. I broke it all down in this week’s training—and for the first time ever, I show you the actual proposal I used AND tell you how to access my Killer Proposal Template for free. 👀 Watch the full training here: https://lnkd.in/gPY_cvv5 No more boring product pitches. No more ghosting after the readout. Just proposals that close.

You got a $500K inbound. Pause. If you just caught a half-million dollar lead and your head is racing, pause. I have a few notes before you blow it. I say this because I once watched a $30K deal turn into a $500K close in three days. It was an anomaly. It happened because we reached power fast and we pulled the whole company into the deal. The rep did not “crush it.” She orchestrated it. Here is what to do the moment that big lead hits your inbox. 1) Get to power fast: - Ask on day one: who can sign at this amount. Not who likes us. Who signs. Do your own research first so you can suggest who this person might be when meeting with your original stakeholder. - If your primary contact cannot sign, you are networking, on top of selling. - Use your leaders. Use your CEO if needed. A warm intro from the top beats your third discovery call. 2) Quarterback your company: - Make a one-page brief so leaders can help without asking for context. Problem. Impact. Ask. Next step. - Pull product for the one question that really matters to the exec. - Pull CS for a reference that speaks their language. - Pull finance to clear vendor setup early. Big deals die in paperwork. 3) Change your process because the deal is not normal: - Ditch the standard demo. Execs want outcomes, not feature tours. - Propose a mutual action plan with dates, owners, and the signature path. - Map legal and security as early as the value you've landed allows. Get the NDA signed while you set the first meeting if possible. - Pricing needs a clean one-pager. No riddles. Tie the number to business impact. 4) Use the room the right way: - When you finally meet power, stop pitching. Ask what changed inside their business that created this budget. - Repeat their words back. Align on three outcomes they will defend internally. - Offer the shortest path that meets those outcomes. Fewer steps win. 5) Fix small frictions that kill big deals: - Calendar control. Send three exact slots. Include your exec. Make it easy to say yes. - Email subject lines that get opened by power. “Decision path and dates,” not “Quick catch up.” - Silence management. Daily update to the customer until closed. Even if the update is “waiting on security response.” - Internal rumor control. Keep your team aligned on who speaks to whom. One voice to the customer. 6) Know when luck helped you: That three-day $500K close I mentioned. We had a relationship that reached power in one call. That was luck. The part that was not luck was how fast we moved when the door opened. Brief ready. References lined up. Execs prepped. Pricing clear. No chaos. The bottom line: Big deals are not won by working harder on the wrong person. They are won by getting to power and pulling the right people in at the right time. Your job is not to be the hero. Your job is to conduct the win.

Sales calls don't need to be long. They need to be structured. I've been on both sides of the table in over 4,000 deal conversations. The ones that close follow a tight 30-minute structure. No rambling, no guessing, and no "let me follow up next week." Here's the exact call flow, broken into 6 parts: 1) The 30-Minute Sales Call Agenda ↳ Small talk + one magic question (1-2 min) ↳ Their story (2 min) ↳ Your story (5 min) ↳ Show, don't tell (5 min) ↳ Q&A (5 min) ↳ Discovery (5 min) ↳ Next steps (5 min) Every minute in this structure has a purpose, and that's what keeps the call moving. 2) Sales Prep Essentials ↳ Deck: Keep a 5-10 slide backup, but don't lean on it too much. ↳ Offer: Say the exact price and deliverable so there's zero confusion. ↳ Research: Check their LinkedIn, find mutual connections, and understand their pain before you get on the call. 💡 The more you know going in, the less selling you have to do on the call. 3) The 3 Magic Questions ↳ "What led you to take this meeting?" This makes them sell themselves on you before you say a word. ↳ "What makes our time together a 10/10?" Now you know exactly what to deliver, and they feel heard. ↳ "Tell me more about you." This builds rapport and gives you everything you need to tailor the pitch on the spot. 💡 Skip these three and you're guessing what they actually want. 4) Show, Don't Tell ↳ Run a live demo instead of describing features. ↳ Flash a real client result instead of making promises. ↳ Show a before/after instead of saying "we improve outcomes." 💡 A graph showing growth from 2% to 8% will always beat the best slide deck in the room. 5) Closing the Meeting ↳ Book the follow-up call on the spot instead of saying "I'll send some times." ↳ If they hesitate, ask "What concerns do you have?" and pull objections into the open. ↳ Send a recap email within the hour with notes and action items attached. 💡 A calendar invite plus a follow-up email is the real close, not the handshake. Takeaway: ↳ Control the meeting by setting the agenda early to build trust. ↳ Lead with a strong story because people buy from people, not products. ↳ Lock in next steps before the conversation goes cold, because speed protects deals. Stop treating sales calls like casual conversations and start treating them like a system. The founders who close consistently aren't better talkers. They just run a tighter meeting. You either control the meeting or the meeting controls you. Where are you right now? ♻ Repost if this helped.  ✅ Follow Kinza Azmat for posts on growing, leading, and scaling a business.

There’s a reason your deal isn’t closing — and it’s not because of the price. Inside big orgs, decisions follow politics, process, and personal agendas. That’s why closing a deal means helping your buyer 𝘴𝘦𝘭𝘭 𝘪𝘵 𝘪𝘯𝘵𝘦𝘳𝘯𝘢𝘭𝘭𝘺, too. Here’s how: (𝟭) 𝗠𝗮𝗽 𝘁𝗵𝗲𝗶𝗿 𝙞𝙣𝙩𝙚𝙧𝙣𝙖𝙡 influence, not just their title. It’s easy to sell to the person with the right title. But real traction comes when you understand who 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 moves decisions forward internally. Titles can be misleading—find the person who can champion your cause in the rooms you're not in. They don’t just have access; they have sway. Ask: “Who else needs to say yes?” and “Who really owns the outcome of this project?” (𝟮) 𝗪𝗵𝗶𝘁𝗲𝗯𝗼𝗮𝗿𝗱 𝘁𝗵𝗲 𝗳𝘂𝗹𝗹 𝗮𝗽𝗽𝗿𝗼𝘃𝗮𝗹 𝗽𝗮𝘁𝗵 𝘁𝗼 𝗮 “𝘆𝗲𝘀”. Your champion isn’t always your decision-maker. That’s why our best reps always map out the approval journey: → Who needs to sign off? → What triggers procurement or legal involvement? → At what dollar amount does this escalate to the CFO? When you know the answers, you can preempt roadblocks, and arm your buyer to drive it through. The fastest path to a “yes” is in removing friction from the buying process. (𝟯) 𝗦𝗲𝗹𝗹 𝘁𝗼 𝘁𝗵𝗲 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝗹 𝗺𝗼𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻 𝗼𝗳 𝘁𝗵𝗲 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗺𝗮𝗸𝗲𝗿. In enterprise sales, you’re asking a person to bet their reputation on you. So make it worth it. Understand what they care about: → What does success look like for them? → How’s their bonus structured? → What are they trying to prove (or avoid)? If your solution helps them win, they’ll go to bat for you because value beats price (especially when it’s personal). 𝗧𝗵𝗲 𝘁𝗮𝗸𝗲𝗮𝘄𝗮𝘆: Don’t just pitch. Partner with the buyer, with the process, and with the politics. Do that, and price stops being the issue.

I recently closed a six-figure deal with an enterprise client. While most deals this size take 6-8 months, I closed this one in under 60 days. Here's exactly how I did it: When selling to an enterprise company, it's easy to get trapped in long deal cycles. To avoid this from always happening, here are the 4 steps I take to expedite my enterprise closing process: 1. Subject Matter Expertise Plays    Most sellers pitch products. We pitch proven expertise in their space. This shifted the entire conversation from "vendor" to "expert." • Pitched as an industry expert, not influencer • Showed proven processes from our team  • Focused on vertical expertise vs following Expertise beats influence every time. 2. Multi-Threading     Instead of focusing on one champion, I built relationships across the organization. Each stakeholder had different things that made this a win for them. • Built relationships with seven key stakeholders • Sent a recap email to each buying department so everyone knew what was going on • Had notes for each department's goals and why they wanted to win Throughout the deal, I always asked who would feel left out if they weren't involved. Every time I found a new person, I made it a point to meet them. That means more allies for the deal to sell internally. 3. Weekly Momentum Building    Most deals need more momentum. That's why I keep the energy high. • Sent weekly videos to keep my POC informed • Highlighted each stakeholder's priorities • Highlighted work we were doing along the way Momentum beats perfection. 4. Procurement Fast Track This is where deals typically go to die. Not today my friends. This is where the party starts. As soon as I get introduced to procurement, I ask for a quick 15-minute call so I can quickly text edits as my lawyer goes back and forth. • Asked for concerns up front • Built solutions into proposal • Asked what do you people typically redline when they approach you Being proactive beats being reactive every time. Because doing the little things well will always yield great results. P.S. Have a favorite step?

Our sales team closed over $30mm ARR, and there’s one document that we required on every complex deal. The deals we lost all had something in common: Our champion went into a room without us, and they didn’t have the words. They believed in the product and the wanted the deal to happen. But when the CFO asked “why this vendor?” or the CEO asked “why now?” They couldn’t give a great answer. Because they are not prefessionas at selling our product, and they don’t have much practice getting approval to buy software. The best thing I ever did for our close rate was accept the fact that the decision gets made in meetings you’re not invited to. Your champion has to sell for you. They have to explain why this problem matters, why your solution is the right one, why the timing is right, and why the price is fair. If you don’t give them those words, they’ll make something up. Or worse, they’ll say nothing. That’s why we built every complex deal around one document: the Executive Summary. This is a script for your champion. Here’s what it included: 1. Summary of the Partnership: What we’re doing together and why it matters 2. Key Stakeholders: Who’s involved and who needs to approve 3. Current Challenges: The pain the business is facing today 4. Desired Outcomes: What success looks like 5. Why Us: Why we’re the best fit to solve this 6. Expected ROI: The business case in real numbers 7. Commercial Terms: Price, timeline, next steps Don’t wait until last stage of the sales cycle to build this with your champ. Start it after the first discovery call and refine it throughout the deal. By the time our champion walked into that room, they were prepared. And they closed for us. Want the template we used? Drop “champion” in the comments or DM me. I’ll send it over.

The faster you try to close, the slower you'll grow.   I call this the Outreach Paradox. Here's how to use it to your advantage:   Most reps rush to the demo. Every touch screams 'buy now.' The prospect feels it and pulls back.   The reps who win do the opposite:   Touch 1 — Give something. Ask nothing. Touch 2 — Show you understand their world. Still no pitch. Touch 3 — Share a result relevant to their situation. Touch 4 — Make the smallest possible ask.   By touch 4, you're not a stranger. You're someone they've been watching.   The psychology is simple: People don't buy from people who need the sale. They buy from people who seem not to need it.   Slow down the close. Speed up the trust.   Paradoxically — you'll close faster.   At which touch are you usually making your first ask? #B2BSales #SalesPsychology #ColdOutreach #LeadGeneration #SalesStrategy

𝗘𝘃𝗲𝗿 𝗳𝗲𝗹𝘁 𝗹𝗶𝗸𝗲 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝗮 𝗱𝗲𝗮𝗹 𝗶𝘀 𝗹𝗶𝗸𝗲 𝘁𝗿𝘆𝗶𝗻𝗴 𝘁𝗼 𝗰𝗮𝘁𝗰𝗵 𝗮 𝘀𝗹𝗶𝗽𝗽𝗲𝗿𝘆 𝗳𝗶𝘀𝗵? 🎣 It’s elusive, but not impossible. All marketing efforts funnel into a sales process. Ideally, all sales processes lead to a sale. But before the magic of the sale can happen, you must master the art of closing. So, how do you get there? The secret sauce isn’t only focusing on getting them to the close. What you'll need to do is position the close as the only choice they want and need. Here’s how you can do it: 𝗖𝗿𝗲𝗮𝘁𝗲 𝗮 𝗦𝗲𝗻𝘀𝗲 𝗼𝗳 𝗨𝗿𝗴𝗲𝗻𝗰𝘆 → People are driven by urgency. ↳ Make them feel the offer is dwindling. Whether it’s a limited-time deal or exclusive access, urgency ignites action. 𝗖𝗹𝗮𝗿𝗶𝗳𝘆 𝘁𝗵𝗲 𝗩𝗮𝗹𝘂𝗲 𝗣𝗿𝗼𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻 → Paint a picture of their success. ↳ Help them visualize the transformation your product provides. Make it so compelling that opting out seems like settling for less. 𝗥𝗲𝗺𝗼𝘃𝗲 𝘁𝗵𝗲 𝗡𝗼𝗶𝘀𝗲 → Simplify choices. ↳ Too many options lead to decision paralysis. Present a clear, singular path that is the natural next step. 𝗕𝘂𝗶𝗹𝗱 𝗧𝗿𝘂𝘀𝘁 → Trust isn’t just a buzzword. ↳ It’s currency. Highlight testimonials, case studies, and past successes. People buy from those they trust. 𝗔𝘀𝗸 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗦𝗮𝗹𝗲 → Seems obvious, but often overlooked. ↳ Be direct yet respectful. “So, are we doing business today?” is sometimes all it takes. 𝗛𝗮𝗻𝗱𝗹𝗲 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗚𝗿𝗮𝗰𝗲𝗳𝘂𝗹𝗹𝘆 → Expect pushback. ↳ But see it as an opportunity to provide clarity. Address their concerns with empathy and solutions. 𝗙𝗼𝗹𝗹𝗼𝘄-𝗨𝗽 𝘄𝗶𝘁𝗵 𝗜𝗻𝘁𝗲𝗻𝘁 → The follow-up isn’t just a courtesy. ↳ It’s an extension of the sales process. Reinforce the value and remind them why your solution is the right fit. Ask the right questions. Closing isn’t coercion. Guide your prospect to a decision that benefits them. Your role is to illuminate the path so clearly, they can’t help but follow it. What’s your go-to strategy for closing a sale? Share your experiences below. ✎﹏﹏﹏﹏﹏﹏﹏﹏﹏﹏﹏﹏﹏﹏ 👋 Hey, I’m Nick, founder at addMRR. 💬 I talk about growth, sales, and creative marketing strategies for B2B and SaaS companies looking to scale. 📈 Found this useful? Follow me and repost, so others can grow too.

How to close 5x more agency clients using simple "Intro Offers"   Most agencies don't lose deals because their service is bad, or because their price is too high.   They lose deals because they try to pitch their main offer too soon.   Here's why...   Unless they come from a referral, That client doesn't know or trust you yet.   And they've probably been burned before.   And IF your first offer is a £3-5+k/mo retainer + a 3 month commitment.   They will most likely say no.   (Unless they come in from referrals or you have master sales skills to close them)   So in most cases...   The problem isn't your offer. It's the upfront risk for the client.   So, here's what our clients do instead to close easier & faster:   Instead of leading with your full package. Start with an smaller intro offer.   This lets the client experience your work and results before committing.   Here's how it works:   1 - Make it small and specific   One specific smaller package. One clear outcome. One fixed price.   Something like:   "We'll build [X deliverable] so you can get [X result] in the next 1-2 weeks."   They can say yes to that. With very low risk.   If it doesn't work, they can leave.   But if you deliver, they'll commit to your main offer effortlessly.   2 - Do the work and overdeliver   This is where the sale is made.   Do great work. Overdeliver like crazy. And let your results do the selling.   3 - Then pitch the retainer   After they've seen what you can do, the full package conversation is easy.   They already trust you. They already know the results. They don't want to lose the momentum.   Now that bigger retainer isn't a risk in their eyes anymore.   And it becomes the next natural step.   Plus... you can get them to refer you to others using that same intro offer and leveraging the results you produced for them.   Easy, simple, and faster to scale.