How to ask for the next step

The principle. "So what do you think?" is not a close. It's a survey. A close asks for a specific action with a specific time.

The 4 close formats.

1. Direct. "Want me to write this up?" or "Ready to move forward?"
2. Assumptive. "I'll get the paperwork started — sound good?"
3. Alternative. "Do you want the standard package or the premium?"
4. Trial. "If we did this, when would you want it installed?"

Pick the one that matches the buyer. Bull: direct. Owl: trial. Lamb: alternative (gives a small choice). Tiger: assumptive (matches their vision-forward energy).

Then shut up. Once you ask, the next person to speak loses.

Key takeaway. A closed question with a specific action beats an open question every time.