Unit 6 — Proposal, Negotiation & Close
Purpose of This Unit
This unit defines how SalesOps turns clarity into commitment.
Discovery creates understanding.
Proposals formalize value.
Negotiation aligns reality.
Close secures commitment.
SalesOps exists to ensure this sequence is controlled, predictable, and truthful — not emotional, rushed, or improvised.
The Proposal Is a Decision Document
SalesOps treats proposals as decision instruments, not sales collateral.
A proposal does not exist to:
- persuade emotionally
- repeat marketing claims
- introduce new ideas
- negotiate implicitly
A proposal exists to:
- restate agreed reality
- formalize value
- define scope and expectations
- enable a decision
If a proposal surprises the buyer, discovery failed.
Proposals Should Reduce, Not Add, Complexity
SalesOps enforces simplicity at the proposal stage.
Complexity at this point:
- delays decisions
- creates risk
- invites comparison
- weakens confidence
Proposals must clarify:
- what is included
- what is excluded
- what success looks like
- what commitment is required
More pages do not equal more value.
Negotiation Is Structural, Not Emotional
SalesOps treats negotiation as a designed phase, not a personality test.
Negotiation does not mean:
- defending price
- reacting to pressure
- improvising concessions
- proving worth
Negotiation exists to:
- reconcile constraints
- align expectations
- manage trade-offs
- confirm seriousness
If negotiation becomes adversarial, SalesOps failed earlier.
Price Pressure Is a Signal
SalesOps assumes price objections indicate one of three failures:
- value was not quantified
- risk was not addressed
- decision ownership is unclear
SalesOps does not respond to price pressure with:
- panic discounts
- rushed closes
- emotional justification
SalesOps responds by:
- returning to clarity
- revisiting agreed outcomes
- enforcing trade-offs
Concessions Must Be Exchanged, Not Given
SalesOps treats concessions as controlled exchanges.
Every concession must:
- have a reason
- have a trade-off
- move the deal forward
Unconditional concessions:
- erode margin
- weaken positioning
- train buyers incorrectly
SalesOps protects long-term integrity over short-term wins.
Close Is a Commitment Event
SalesOps defines close as:
The moment all parties commit to action, not just agreement.
Close requires:
SalesOps rejects:
- “verbal yes” without structure
- symbolic agreement
- celebration without transition clarity
If action does not follow commitment, the deal is not closed.
Closing Should Feel Inevitable
SalesOps designs the system so that:
- the close is expected
- the decision is logical
- resistance is minimal
When close feels forced, something upstream failed.
SalesOps believes:
A good close is quiet, not dramatic.
B2B vs B2C Close Differences (Structural)
SalesOps adapts closing mechanics to buyer context:
In B2B:
- multiple approvals
- formal agreements
- longer legal review
- higher risk tolerance management
In B2C:
- faster decisions
- simpler commitments
- emotional reinforcement
- reduced friction
The principle remains:
Close follows clarity.
Common Close Failures SalesOps Prevents
SalesOps explicitly designs against:
- proposal-first selling
- late-stage surprises
- discount-driven closes
- stalled “yeses”
- unclear post-close expectations
Closing problems are system problems, not rep problems.
What This Unit Enables
With proposals, negotiation, and close controlled:
- margins stabilize
- trust improves
- execution aligns
- customers commit confidently
Without this unit:
- deals drag
- pressure increases
- concessions multiply
- outcomes degrade