Closing RS4 Deals with Confidence: Plan, Prove, Perform
At this point in the RS4 sales journey, you've introduced the concept, benchmarked customer spend using a Norm Card, and validated the savings opportunity with real data through the RS4 Planning Calculator. Now it’s time to close the deal.
Closing RS4 opportunities is different from closing a standard supply sale. You're not just selling products—you’re selling a plan, a partnership, and a promise of ongoing accountability. Here's how to close with confidence.
Start by walking your prospect through a clear, structured plan that shows:
What changes will be made (e.g., restocking automation, fewer shipments, better product utilization)
How the savings will be achieved
When specific milestones will be reached
Who is responsible for each part of the plan
Make it visual. Use charts and bullet points to emphasize clarity. Customers feel more confident saying yes when they can see the full path ahead.
Showcase the technology powering RS4:
Mobile ordering tools
Automated supply cabinet restocking
QR codes for supply requests
DCA for printer/copier fleet monitoring
This isn’t just a plan—it’s an experience that will make procurement faster, easier, and smarter. Reiterate that RS4 simplifies their environment while cutting costs.
One of the most powerful tools in closing the RS4 deal is the QBR. When you commit to tracking results and reporting on performance every quarter, you:
Build trust
Demonstrate accountability
Create recurring engagement with decision-makers
Let the customer know they’re not going it alone—you’re in this together, with a shared commitment to continuous improvement.
Before wrapping up the deal, revisit any outstanding concerns. These might include:
IT approval for DCA installation
Implementation timelines
Change management or internal rollout planning
Come prepared with talking points and success stories from similar environments. Position the customer’s hesitation as something you’ve successfully helped others overcome.
When the plan is aligned and the objections are handled, get the agreement in place. But don’t stop there. Confirm:
Start date for implementation
Point of contact for each key area (IT, admin, procurement)
Expectations for the first QBR
This keeps the deal hot and ensures no loss of momentum between the handshake and the kickoff.
In RS4, closing isn’t the end of the sale—it’s the start of a new service cycle. This deal lays the foundation for a long-term, performance-driven relationship that expands over time. That’s what makes RS4 different—and more powerful—than traditional transactional sales.
Coming Up Next: Learn how to handle common objections and overcome resistance during the RS4 sales cycle.
Related Reading:
Overcoming RS4 Objections with Confidence: Overcome RS4 objections with confidence by addressing resistance, IT concerns, timing, and skepticism—using a methodical, low-pressure approach to close stronger.