Close Conversation Framework for 3PL Sales

Use this to run proposal and contract review calls that move ecommerce brands from verbal agreement to signed and onboarded.

1) Purpose of the Close Conversation

Closing in 3PL sales is about clarity and leadership, not pressure. Guide the buyer to a confident yes.

  • What this call does
    • Walks the buyer through pricing, services, and terms in plain language
    • Surfaces and resolves remaining hesitations
    • Secures verbal commitment and moves directly to signature
    Reminder: Emailing a proposal and waiting is not progress. The call exists to ensure verbal → written → signed → onboarding.

2) Why Closing Conversations Stall

Common reasons 3PL deals slow down after quotes go out.

  • Confusion
    Unclear scope, fees, or differentiation versus other 3PLs.
  • Risk avoidance
    Fear of choosing the wrong partner and hurting delivery promises or reviews.
  • Overchoice
    Multiple quotes and pricing models create paralysis.
  • Process gaps
    Buyer does not know their internal approval path for onboarding a 3PL.
  • Missing decision-maker
    Finance or the owner has not weighed in.
  • Seller hesitation
    No direct ask for the business or a signature session.

3) Structure of a Close Conversation

Run the call so it ends with a clear commitment and scheduled signature.

  • 1. Open with purpose
    “The goal today is to review your proposal together, answer final questions, and confirm your path to moving forward with us.”
  • 2. Recap and align
    Repeat their priorities in their words. Example: “You need later cut off times, fewer stockouts, and on brand packaging. This proposal is built around those.”
  • 3. Walk the proposal
    Tie sections to outcomes, not line items:
    • Service scope → how SLAs match their promise
    • Pricing → volume and storage aligned, no hidden fees
    • Timeline → onboarding and shipping live inside 30 days
  • 4. Surface resistance
    Ask openly:
    • “What could hold us back from moving forward this week?”
    • “Who else needs to be comfortable before we start?”
    Handle objections live on the call.
  • 5. Gain verbal commitment
    Make yes simple:
    • “If this covers your needs, is there anything stopping you from signing this week?”
    • “Would you be against reserving warehouse space now so we are ready for Q4 volume?”
  • 6. Convert to written
    Book a signature moment on the spot. “Can we block 20 minutes tomorrow to finalize the agreement and kick off onboarding.”
  • 7. Confirm next step
    “After signature we schedule onboarding, connect Shopify, and set the first inventory delivery date.”

4) Handling Stalls After a Proposal Is Sent

A proposal sent is not progress. A proposal signed is.

  • Pricing confusion
    Offer a quick review call to explain line items and remove uncertainty.
  • Timing hesitation
    Offer flexible start dates or phased ramp up.
  • Silent decision maker
    Suggest a joint call with finance or ownership to confirm budget and terms.
  • Ghosting
    Re anchor urgency to their goals. “You wanted to be live by October. Here is what we need this week to stay on track.”

5) Contract Aging Playbook

What to do in the days after sending an agreement for 3PL services.

  • 0 to 24 hours — confirm signature session
    Always send the agreement with a follow up meeting on the calendar.
    “Thanks for reviewing today. The agreement is attached. Are we still good for Thursday at 2 pm to finalize.”
    Why: Without a calendar slot, agreements get buried in inboxes.
  • 48 to 72 hours — diagnose the stall
    Assume confusion or competing priorities, not disinterest.
    • With your contact: “Stalls here are usually pricing clarity, payment timing, or another stakeholder. Which one is in play.”
    • With the decision maker: “What could hold us back from finalizing this week.”
  • Day 4 to 5 — raise visibility
    Make friction visible and easy to resolve.
    • Send a one page summary of services, fees, and commitments
    • Offer a kickoff prep step like carrier setup form or onboarding checklist
    • Propose a short working session to walk the agreement line by line
  • Day 7 plus — executive alignment
    If unsigned after a week, normal back and forth will not clear it. You need the decision maker.
    • Reframe to outcomes and timeline. “You want to be live by [target date]. We risk missing that unless we finalize this week.”
    • Present options:
      • Option A: Sign the full agreement by Friday
      • Option B: Sign a starter agreement to reserve warehouse space and finalize minor terms next
    Why: Shift from “Should we sign” to “Which path moves us forward fastest.”

6) Conclusion: Closing as a Continuation

Closing confirms what the buyer already told you they need. Your role is to lead with clarity and confidence.

  • Key reminders
    • A contract in email is not progress
    • Every close conversation should move verbal → written → signed
    • Guide them toward protecting delivery promises and growth