The 5-Minute Sales Call Wrap-Up

A Simple System for Closing More Sales Calls Without Changing Your Product or Your Offer

Author

Ryan Deiss
May 11, 2025 • Read Time: 6 minutes

Ever end a sales call thinking, “Dang, I should have closed that one”?

You’re not alone…

Most sales reps lose the deal in the last five minutes…

…not because the offer sucked, but because they didn’t know how to confidently transition to the close.

Let’s fix that.

Here’s a simple framework we call The 5-Minute Sales Call Wrap-Up that increases close rates by 20%+, and allows you to close out sales calls with confidence, clarity, and control.

Here’s how it works…

STEP 1: Summarize Key Benefits: Highlight 2-3 benefits that matter most, while also checking for any “hidden benefits” they picked up on that you might have overlooked by saying…

“So, you’ll get [Benefit 1], [Benefit 2], and [Benefit 3], all designed to help you [Outcome]. Is there anything I missed?”

STEP 2: Confirm Agreement: Ensure they agree the benefits you listed will lead them to their desired outcome by saying something like…

”And do you agree that [Benefit 1], [Benefit 2], and [Benefit 3], will help you achieve [Outcome], which is the whole reason we’re having this conversation?”

  • If they DO agree, proceed to Step 3.

  • If they DON’T agree or if you detect hesitation, probe and overcome the objection before moving forward. If you are out of time, book a follow-up meeting. It’s better to “punt” and try another day than it is to force a sale when the prospect hasn’t connected your product/service to their desired outcome.

STEP 3: Set the Transition: With 5 minutes left, transition to the close. Don’t over-complicate it, and don’t beat around the bush. Just say…

“We’re almost at time, so let’s wrap up with next steps.”

This is a simple, non-threatening transitional line that moves the conversation forward while still maintaining authority and control.

STEP 4: Ask for the Sale Directly: Again, don’t beat around the bush. Make the next action clear and simple, and end with a direct ask, such as:

“The next step is [Next Step]. Does that sound good?”

Pause. Let them speak next. Resist the urge to fill the space.

STEP 5: Confirm Commitment: Once they agree, confirm the decision and guide them through the process.

“Great! Let’s get you set up. I’ll drop a link in the chat…let me know when you get it. And I’ll stay on while you fill that out so I can make sure you’re in the system and so we can get your onboarding scheduled…”

That’s it!

It seems simple, but having a process for transitioning from “conversation” to “close” makes all the difference, especially for inexperienced sales reps (and “inexperienced” business owners doing founder-led sales).

⚡ Action Step: Test adding this 5-Minute Wrap-Up to your sales script. Keep it concise, clear, and confident…and watch how quickly hesitation turns into a “yes.”

Stop letting broken systems hold you back. Let’s create a plan that “de-bottlenecks” you from your business so you can scale your company…without sacrificing your soul. Schedule a free “Scale Session” today.

Quick Hits

Here’s some other content from the Scalable network you might have missed:

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Want more from us?

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  1. Download the “$200M Operating System Case Study.” This 46-page “manifesto” (and accompanying video) reveals how we’re scaling six (6) different businesses simultaneously inside our $200M holding company using the Scalable Operating System™.

  2. Get a free copy of my book. If your goal is to own a business that can run and scale without you, then Get Scalable is your playbook.

  3. Work 1-on-1 with me and my team. If you’d like direct, 1-on-1 support systemizing and scaling your business, you can get more information and schedule a complimentary Scale Session here.

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