Your Closing Machine
You've just completed the most important week of this course. Week 1 gave you the foundation — AI basics, prospecting, cold outreach, LinkedIn selling, email personalisation. But Week 2 is where the real selling happens. This is where deals are won.
Over the last seven days, you've built an AI-powered system that covers every stage of the engagement and closing process. Let's lock it in by connecting the pieces and seeing the full machine.
The engagement system — end to end
Here's what you built this week, step by step:
Day 8 — Discovery Call Mastery: AI-generated discovery questions tailored to the prospect's industry, company, and role. Pre-call briefs in 60 seconds. Post-call summaries that capture every detail.
Day 9 — Objection Handling Role Play: AI as your practice partner — a tough, skeptical buyer who pushes back and gives you real-time feedback. Weekly practice that builds the confidence to handle any objection live.
Day 10 — Proposals That Close: Discovery notes turned into polished, personalised proposals in 15 minutes instead of 3 hours. Tailored versions for different stakeholders — the ops buyer, the finance buyer, the technical buyer.
Day 11 — Follow-Up Sequences: Multi-touch sequences across email, phone, LinkedIn, and value-add content. Persistent without being pushy. Six touchpoints over 14 days that keep deals moving.
Day 12 — Competitive Battlecards: One-page tactical playbooks for every competitor. Strengths, weaknesses, positioning statements, trap-setting questions, and win/loss themes — built in minutes, updated monthly.
Day 13 — CRM Notes in 30 Seconds: Rough notes transformed into structured CRM entries with stakeholder maps, next steps, risk flags, and competitive intelligence. No more staring at blank CRM fields.
Each piece is powerful on its own. Together, they're a machine.
A deal through the machine
Let's trace a real deal through the entire system to see how the pieces connect:
Monday morning: You have a discovery call with Lisa Park, VP of Operations at a logistics company. Before the call, you spend 3 minutes generating a pre-call brief and tailored discovery questions with AI.
Monday afternoon: After the call, you spend 2 minutes turning your rough notes into a structured CRM entry. The AI captures her pain points, the stakeholders involved, and the next steps.
Tuesday: Lisa mentioned they're also evaluating a competitor. You pull up your battlecard (built last week) and refresh it with a quick 2-minute AI check for recent updates.
Wednesday: You feed your discovery notes into AI and generate a personalised proposal in 15 minutes. You create a CFO-focused version for Lisa's boss who controls the budget.
Thursday: Lisa hasn't responded to the proposal. No panic — your AI-generated follow-up sequence kicks in. Touchpoint 2 goes out with a relevant industry report.
The following week: Touchpoints 3 through 5 keep the conversation alive across email and LinkedIn. Lisa finally replies and schedules a follow-up meeting.
Total AI time invested: About 30 minutes across 10 days. Total impact: a deal that stays alive, moves forward, and has the personalisation that makes Lisa feel like she's your only prospect.
The numbers that matter
Let's quantify the impact of running your deals through this system:
Time saved per deal: 4-6 hours of manual work replaced by 30-45 minutes of AI-assisted work.
Proposal quality: Personalised proposals that reference specific discovery findings close at higher rates than generic templates.
Follow-up consistency: Going from 2 touchpoints to 6 means you're in the 15% of reps who actually persist long enough to win.
CRM accuracy: Structured entries mean better forecasting, smoother handoffs, and more effective coaching.
Competitive readiness: When a competitor comes up, you respond with confidence instead of scrambling.
If you manage 15 active deals per month and save 5 hours per deal, that's 75 hours per month freed up for more selling. That's almost two extra weeks of selling time every month. Let that sink in.
Your Week 2 challenge
Before you move to Week 3, run your next real deal through the full system. Not a practice exercise — a real prospect, a real call, a real proposal.
Here's your checklist:
Before the call: Generate a pre-call brief and tailored discovery questions. Review them before you dial in.
During the call: Use your questions as a guide. Take rough notes. Listen for pain points, decision process, timeline, and competitive mentions.
After the call: Turn your notes into a CRM entry in 30 seconds. Build or refresh the competitive battlecard if a competitor was mentioned.
Within 48 hours: Generate a personalised proposal from your discovery notes. Review it, verify the numbers, and send it.
Over the next 14 days: Let your AI-generated follow-up sequence do the work. Track responses and adjust.
One deal. Full system. You'll feel the difference immediately — and you'll never go back to the old way.
What's coming in Week 3
Next week shifts from individual deal execution to scaling your entire operation. You'll learn:
Pipeline reviews and forecasting — Use AI to analyse your pipeline, identify at-risk deals, and forecast with confidence.
Account strategy and expansion — Turn one deal into a long-term account relationship with AI-driven account plans.
ROI calculators and business cases — Build interactive ROI models that help prospects justify the investment internally.
Territory planning — Use AI to prioritise accounts, allocate time, and maximise coverage.
Sales career development — Leverage AI to build your personal brand, prepare for interviews, and accelerate your career.
Week 1 was about getting started. Week 2 was about closing deals. Week 3 is about building a career. Let's go.