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Appendix D3 — Close Readiness Checklists

Purpose of This Appendix

This appendix defines objective close readiness criteria.

Closing is not a feeling.
It is a state of alignment.

SalesOps uses close readiness checklists to:

  • prevent premature close attempts
  • avoid stalled “yeses”
  • protect margin and trust
  • ensure post-close success

If a deal is not ready to close, SalesOps does not force it.

Close Readiness Is Binary

SalesOps treats close readiness as:

  • ready
  • not ready

There is no “almost.”

Deals that feel close but fail readiness checks create:

  • pressure-driven behavior
  • unnecessary discounting
  • delayed execution
  • post-close disappointment

Close Readiness Checklist — Buyer Alignment

Before attempting close, SalesOps requires confirmation of:

  • The buyer has clearly stated the problem
  • The buyer agrees the problem matters
  • The buyer understands the consequences of inaction
  • The buyer can articulate the value of the solution
  • The buyer believes the solution fits their situation

If the buyer cannot restate value in their own words, readiness is false.

Close Readiness Checklist — Decision Authority

SalesOps requires clarity on:

  • Who approves the decision
  • Who signs the agreement
  • Who influences the decision
  • Who owns success after close

A deal is not close-ready if:

  • authority is assumed
  • approvals are vague
  • stakeholders are missing

Close Readiness Checklist — Commitment Signals

SalesOps looks for explicit commitment signals, such as:

  • Willingness to schedule next steps
  • Engagement with proposal content
  • Questions about implementation or timing
  • Participation of required stakeholders

Silence is not a commitment signal.

Close Readiness Checklist — Scope & Expectations

SalesOps confirms alignment on:

  • What is included
  • What is excluded
  • Key assumptions
  • Dependencies
  • Delivery expectations

If expectations are not explicit, post-close friction is guaranteed.

Close Readiness Checklist — Commercial Terms

SalesOps requires agreement on:

  • Price
  • Payment terms
  • Timing
  • Duration
  • Conditions affecting scope or cost

Unresolved commercial ambiguity blocks close readiness.

Close Readiness Checklist — Risk Resolution

SalesOps confirms:

  • Major objections have been addressed
  • Risks have been acknowledged
  • Contingencies are understood
  • Unknowns are minimal

If risk is unspoken, it will surface after close.

When Not to Attempt Close

SalesOps prohibits close attempts when:

  • the buyer avoids commitment
  • authority is unclear
  • objections repeat without progress
  • urgency is manufactured
  • value is still being explained

Attempting close under these conditions damages trust.

B2B vs B2C Close Readiness Emphasis

In B2B:

  • authority and stakeholder alignment dominate
  • risk resolution is critical
  • close may require multiple confirmations

In B2C:

  • emotional clarity dominates
  • speed and simplicity matter
  • fewer checkpoints are needed

Same checklist. Different weighting.

Close Readiness Enables Clean Handoffs

SalesOps uses readiness checks to ensure:

  • expectations align with delivery
  • commitments are actionable
  • execution teams are not surprised

A clean close creates a clean start.

What This Appendix Enables

With close readiness enforced:

  • closes feel natural
  • discounting decreases
  • trust increases
  • post-sale friction drops

Without it:

  • deals stall
  • pressure escalates
  • outcomes suffer

 

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