Question: How do you determine the timeline for closing a deal?
- Ask the prospect when they need to achieve their goal and work backwards from that date to determine when they need to sign the contract.
- Ask the prospect when they need to achieve their goal and have them sign the contract on that date.
- Recommend a deadline based on the length and complexity of your sales cycle.
- Allow the prospect to choose the date they think will be best for closing the deal.
Explanation
In HubSpot’s advise phase, the closing schedule should be tied to the buyer’s desired business outcome. The buyer’s timeline helps determine how much time is available for implementation, approvals, and purchase steps. This keeps the deal plan connected to the buyer’s goals rather than the seller’s preferred schedule. A clear timing discussion also helps confirm whether the proposed next steps are realistic.
Why the other options are incorrect
Contract on goal date ignores the time needed after purchase to implement the solution.
Sales cycle deadline centers the seller’s process instead of the buyer’s timeline.
Prospect-selected date lacks guidance because the close date should be connected to the required outcome and buying process.
Source for verification
https://academy.hubspot.com/lessons/inbound-sales-fundamentals
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