Welcome back to Good Sales Stuff. Pull up a chair, grab a festive coffee, and let’s talk about the end of Q4.
The calendar is full. The pipeline looks… hopeful. And everyone is pretending they are not already mentally on holiday.
With less than 10 days left in Q4 for many teams, you might squeeze in a last-minute deal or two. So inside this week’s newsletter, we’ve got 7 ways to help you close, plus the secret advantage top sellers are quietly using to set themselves up to win Q1.
Let’s get into it.
The end of Q4 is not about panic. It’s about positioning.
December selling is hard.
Budgets are expiring. Champions are busy. Decision makers are harder to pin down. And half the company is already writing “catch up in January” emails.
This is where average reps push harder.
And great reps get smarter.
They do two things at once They close what is real. And they prepare for what is coming next.
7 simple tips to close before the year ends
If you do have deals close to the line, keep it calm, clear and human. These closes work especially well in December.
1. The assumptive close
Act as if the deal is already done.
“When would you like to get started?”
2. The soft choice close
Give two options, both leading to a close.
“Would you prefer the monthly or annual plan?”
3. The reverse close
Make them justify why they should not move forward.
“What’s stopping you from moving forward today?”
4. The ownership close
Get them imagining life after they buy.
“How do you see your team using this in the first 30 days?”
5. The ‘what would it take?’ close
Let them tell you the final hurdle.
“What would need to happen for you to feel comfortable moving forward?”
6. The testimonial close
Share a story of similar customer success.
“One of our clients had the same challenge. You won’t believe the results they saw.”
7. The next steps close
Guide them towards the next action.
“Let’s set up onboarding. Does next Thursday work?”
None of these rely on pressure. They rely on clarity.
What strong sellers are doing right now
Behind the scenes, the best reps are not scrambling. They are quietly resetting the board.
They are:
• Setting reminders to ask for referrals from customers they just won
• Mapping expansion paths inside current accounts
• Reviewing pipeline coverage for Q1 and Q2
• Re engaging closed lost opportunities from earlier this year
• Adding clear agendas to January meetings
• Refreshing sequences instead of reusing tired ones
• Cleaning up pipeline so forecasts actually mean something
Going back to zero can feel uncomfortable.
But starting a quarter prepared feels powerful.
The quiet advantage
December is not about doing more.
It is about doing the right things before the noise stops.
Close deals. Clean pipeline. Clear next steps. Strong positioning for January.
Your nudge to use the advantage
If you have been putting off pipeline clean up, referral asks, or sequence refreshes until “after the holidays”, consider this your sign.
January you will be very grateful you did it now.
Good Sales Stuff Practical ideas. No fluff. See you next week.
![How to Get Started with Buyer Enablement [With Examples]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)
.png)
.png)
.png)
.png)
.png)
.png)
.png)
