Most reps treat “the close” like a finish line. They tiptoe around it until the final call, then scramble to make it happen. But the best closers? They start closing in the first meeting. Josh Curcio, CRO at Protocol 80, has built a 4-step roadmap around one radical idea: make your closing process transparent.

When you explain how your deal works upfront, buyers stop feeling sold—and start feeling safe. Here’s how to turn that first meeting into the beginning of a confident, pressure-free close.

SALES

When it comes to implementing a transparent closing strategy, your goal is to guide potential clients seamlessly through the sales process while alleviating any apprehension. Here's how to effectively integrate this approach into your sales methodology.

Towards the end of your first meeting with a potential client, take a moment to introduce them to the high-level sales process. This serves as a preview of the journey they're embarking on. Tell them what they can expect to see going forward, including what next steps will look like or any other elements you want to cover in this conversation.

Alternatively, let them know that you'll provide a recap of the process in the coming communication. This initial insight sets the stage for transparency and demonstrates your commitment to keeping them informed.

A visual aid, such as a flow chart, is a valuable tool in explaining each stage of the sales process — take it a step further by emphasizing the buyer's benefits at every step.

Highlight how each phase aligns with their needs and challenges, reinforcing the value they stand to gain. Let’s say you work for a tech startup that sells practice management software for small physician-led practices, and you’re meeting with the office manager.

The practice is having trouble managing scheduling and billing and it’s causing friction with their patients. You might want to offer a visual aid that demonstrates how your software improves scheduling and billing efficiencies, allowing the doctor to have more patient face time — improving overall patient satisfaction.

You could also use this aid to reference similar practices you’ve helped with the same issues. This approach makes the process relatable and engaging, enhancing their understanding of the journey ahead.

Incorporate your closing meeting into the process from the outset. If possible, schedule this meeting during your initial call or interaction. It sets a clear timeline and signals the path toward a decision point.

If your sales process involves multiple meetings leading to the close —whether bi-weekly or weekly — consider scheduling those appointments too. This proactive approach maintains momentum and establishes expectations.

Understanding that a swift “no” can be more beneficial than a prolonged indecision is crucial. By addressing potential roadblocks early and openly, you ensure that valuable time isn't wasted for either you or your prospect.

This mindset shift can make the fear of rejection more manageable and empower you to focus on leads with higher potential.

While a strong closing technique remains paramount in the sales process, the key lies in integrating it seamlessly and transparently. Incorporating these strategies into your sales approach can shift the focus from personal apprehension to a structured and collaborative process.

By openly sharing your sales journey and its benefits, you foster trust, reduce pressure, and ultimately increase the likelihood of successful closes. Remember, closing isn't just about the deal — it's about building lasting partnerships.

And that’s a wrap folks!

HEADLINES

→ Brands are discovering their sales associates are among their most valuable influencers

SOFTWARE

✅ Deel: You're losing 250 hours every month manually doing payroll, onboarding, and compliance. Get that time back with Deel.

That’s all for today.

Until next time,
Team B2B Whales

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