October 29, 2025
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Good morning! In today’s issue, we’ll dig into the all of the latest moves and highlight what they mean for you right now. Along the way, you’ll find insights you can put to work immediately
— Ryan Rincon, Founder at The Wealth Wagon Inc.
Today’s Post
Closing Frameworks & Negotiation Principles
You’ve done the work. You found the lead, did the demo, handled objections. Now comes the big moment: closing the deal. But closing isn’t just asking for a signature—it’s a process of helping the buyer feel confident, understood, and ready. The same goes for negotiation—it’s not a battle, it’s a collaboration. When you combine a strong closing framework with smart negotiation principles, you boost your win rate and build better relationships.
What does “closing” really mean?
In sales, closing means getting a positive decision—someone agrees to the deal, signs up, purchases. But it shouldn’t feel like a trap. Good closing feels like a natural next step. A great framework will guide your buyer through what they need to decide, with confidence.
Why negotiation matters
Today’s buyers are tougher. More stakeholders, bigger budgets, more options. If you don’t negotiate smartly, you’ll leave value on the table or risk losing the deal. According to recent research: “A strong sales negotiation starts with preparation … winning sales negotiations are all about proving value.” So negotiation isn’t about getting your price—it’s about managing value, trust, and terms.
Three closing frameworks to try
Here are some trusted frameworks to help you ask for the business—and get it.
Summary Close
Sum up exactly what the buyer gains: their pain, your solution, their benefits.
Then transition: “Given that this solves X, are you ready to move forward?”
This reinforces the value and moves toward decision.
Ideal when your buyer has understood the benefit but needs the nudge.
Assumptive Close
Act as though they’ve already decided: “Which tier shall we start with?” or “Would you like onboarding next Monday or Wednesday?”
It assumes they’re ready and helps them pick the next step rather than deciding if they will.
Best when all objections are handled and signals show yes.
Need or “Why-Now” Close
Ask something like: “To achieve the goal by Q3, we’ll need to implement by end of this month—does that timeline work for you?”
This builds urgency and aligns with their need.
Use when timing and need are clearly defined.
Five negotiation principles to live by
Negotiation isn’t just price haggling. Use these principles to navigate it smoothly:
Prepare thoroughly
Know your product, the buyer’s situation, their budget, alternatives. The better prepared you are, the stronger your position.Focus on value, not just cost
The question: “What does this cost?” is common. But the better question: “What value does this deliver?” Highlight the buyer’s benefit, not just your features.Use trades and give-get frameworks
When a buyer asks for something (e.g., discount, extra term), ask for something in return. That keeps balance. For example: “I can approve a 10% discount if we can commit by next Friday.”Listen more than you talk
Active listening helps you uncover real blocks, concerns, and opportunities. Don’t fill silence—let them speak.Walk away when needed
It’s okay if the deal doesn’t make business sense. Recognizing when a deal isn’t beneficial protects margins and reputation.
Action steps you can use today
Before your next deal: Write out the close framework you’ll use (summary, assumptive, or need-based).
List all objections you think might surface. For each, draft your value-response—not just discounting.
If you’re asked for a concession: Use the give-get model. What can you ask in return?
After any meeting: Note one thing you heard but didn’t ask about. Use that for follow-up conversation.
Final thoughts
Closing and negotiating aren’t separate monsters lurking at the end of the deal. They’re part of the same journey. When you guide the buyer, reinforce value, listen actively, and negotiate thoughtfully, you make decision-time less scary and more collaborative. Use the frameworks above and negotiation principles to treat closing like a system, not a gamble.
Because when you do it right, deals close faster, relationships last longer, and you build a sales machine that works—not just once, but again and again.
That’s All For Today
I hope you enjoyed today’s issue of The Wealth Wagon. If you have any questions regarding today’s issue or future issues feel free to reply to this email and we will get back to you as soon as possible. Come back tomorrow for another great post. I hope to see you. 🤙
— Ryan Rincon, CEO and Founder at The Wealth Wagon Inc.
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