Soft Close Fade
WHY THIS IS COSTING YOU
You're building great rapport and diagnosing problems well, but you're leaving deals on the table by ending calls with 'let me know' instead of specific next steps. 3 of your last 5 calls ended without a concrete commitment.
THE FIX
Always propose a specific next step with date/time before the call ends. Try: 'Based on what we discussed, I'd recommend a follow-up call Tuesday at 2pm to walk through the proposal. Does that work?'
EXAMPLE LANGUAGE
“Let's lock in our next conversation now. I have Tuesday at 2pm or Thursday at 10am - which works better for you?”
Pattern Intelligence
18 CANONICAL PATTERNSMomentum Signals
Up from 4 to 7 calls. Your summary closes are landing better.
Down from 2 to 5 occurrences. Focus on concrete next steps.
Coaching Insight
Your Mirror Close pattern is your secret weapon - you're reflecting prospect language better than most reps I see. But you're undermining that strength by fading at the finish line. The pattern is clear: great diagnosis, strong rapport, then "let me know" endings. You're doing 90% of the work and leaving 10% of the value on the table. One adjustment: Before any call ends, state a specific next step with a date. Not "I'll follow up next week" but "Let's schedule Tuesday at 2pm to review the proposal."
Follow-Up Required
These deals may be at risk based on weak activation patterns
Sarah Chen - TechCorp
View Call →No next step scheduled - deal at risk
Hi Sarah, great speaking with you about the scaling challenges at TechCorp. As discussed, I'll send over the case study from a similar company. Can we schedule 30 minutes next Tuesday to walk through how it might apply to your situation?
Michael Torres - ScaleUp Inc
View Call →Sent proposal 5 days ago - no response
Michael, following up on the proposal I sent over. I know Q1 planning is intense - would it be helpful if I put together a 90-day implementation timeline to show how this fits into your roadmap?
Recent Calls
5 CALLSSarah Chen - TechCorp
Dec 12, 2024
Strong diagnostic, weak close. Add specific next step.
View Call →Michael Torres - ScaleUp Inc
Dec 10, 2024
Great rapport but ended with "let me know" - no commitment.
View Call →Jennifer Park - Growth Labs
Dec 8, 2024
Excellent discovery. They articulated their own problem.
View Call →David Kim - Velocity Systems
Dec 5, 2024
Talked past the close. They were ready at minute 32.
View Call →Amanda Foster - Bright Solutions
Dec 3, 2024
Good micro-commitments throughout. Strong structure.
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