Before you offer anything, play back what you've heard in three lines, in the buyer's own words, and wait to hear that you've understood. Only after that do you suggest a next step: a single one, tied to the thing she just confirmed.
The problem, as she described it
What it's costing her
What she's already tried
Twenty minutes with a head of customer service. She likes your platform and has told you she can't sign for it. Her team keys every refund in twice, her longest-serving agent left over it in June, and the workaround she built in the spring has broken. How do you close the call?
"Great. I'll send the proposal and pricing over today so you have everything in one place."
"Let me check I've got it. Every refund is keyed in twice, it cost you your longest-serving agent in June, and the workaround has broken. Is that it?" After her yes: "Would it help to draft the one-page case for your finance director together?"
"So, to summarise, you need better automation and stronger reporting. Shall we book a demo for the wider team?"
The right close plays back the problem, the cost and what she has tried, in her words, and waits for her yes. Its next step is tied to the thing she just confirmed and to her real obstacle: she can't sign, so she needs a case that someone else can. Sending pricing skips the play back and hands her a number she can't approve. 'Better automation and stronger reporting' is your summary; she can nod at it without agreeing to anything, and a demo for the wider team has nothing to do with the refunds.