Deal Management37% of the exam
Gaining commitment and closing the contract
How to turn a confirmed solution into a signed deal: paint a Word Picture, ask for commitment with the method that fits, pick the right contract type and meet the UCC basics, then prepare internally, brief the customer's legal team with a kickoff call and build signature rules into the close plan.
Gain customer commitment and close formal contract.
~7 min read · 9 practice questions ·
What the exam expects
- Build a Word Picture that overcomes procrastination by showing the customer already benefiting.
- Choose a commitment method (Direct Question, Alternate Choice, Minor Point, Next-Step, Opportunity, Weighing) that fits the situation, and recognize each from an example.
- Know what a sales contract is, what the Uniform Commercial Code (UCC) requires in a written contract, and which contract type fits a deal.
- Prepare internally and prepare the customer for contract negotiation (thresholds, legal strategy, summary letter, FAQs, kickoff call).
- Build the customer's approval and signature rules into the closing plan.
Key terms:
- Word Picture: a short, present-tense scene of the customer enjoying the solution's Payout.
- Commitment method: a conversational way to ask for the decision.
- Sales contract: an agreement in which the seller delivers a product or service at a set price the buyer agrees to pay.
- Redlining: editing a contract until it is acceptable to both parties.
- Statement of work (SOW): a contract for services covering deliverables, deadlines, payment and relationship requirements.
Key facts
Commit phase principle
- Detail
- "Get the other person saying 'yes, yes' immediately"
Word Picture tense
- Detail
- Present tense
Best commitment method often
- Detail
- Direct Question: ask for it
Weighing method
- Detail
- For second thoughts: return on investment outweighs cost
UCC written contract
- Detail
- Parties, what is sold, special terms, value, payment method
UCC threshold (US law)
- Detail
- Trailhead: a sale worth more than $500 should have a sales contract to be enforceable
MSA
- Detail
- Long-term terms for all future agreements
Kickoff call
- Detail
- Before seeking approval for concessions
Wet signatures
- Detail
- Build into the deal timeline
- Which five items does the UCC require in a written sales contract?
- Why should a Word Picture be in the present tense and aimed at the customer's own motive?
- When does the Weighing method fit?
- Why hold a kickoff call before seeking approval for concessions?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
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