Every closing meeting has a moment right before you stand up, and that moment is where deals quietly get lost. Larry’s fix is to confirm three points out loud before anyone leaves the table. This is the Summarize step in PQRST, the S that follows Preview, Question, and Read.
Pick the three things that actually matter, usually price, date, and what happens next, and say each one back to the other person. If they nod along without correcting you, you have a real agreement, and if they hesitate on one point, you just found the fuzzy point PQRST told you to flag. This is also where the pen-drop close belongs, right after the third point is confirmed.
Set the pen down and stay quiet, since the other person will either pick it up to initial what you said or speak up about what they actually meant. Skipping this step is how handshake deals fall apart a week later, because nobody actually agreed to the same three things.
Three points is a limit, not a suggestion, since longer lists blur together and nobody remembers point six. Larry’s SuperModel framework backs this up, since the calm, deliberate act of writing something down while they watch changes how seriously they take the moment.
Practice saying the three points in the same order every time so it becomes a habit instead of an afterthought. Confirm the three points before you reach for your coat, not after you are both already walking to the door.
Details: Watch Larry summarize the room
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