Sales Closing
is about deal making, overcoming any objections, getting money and an agreement that we recruit for them at our offer price.

Closing With Confidence: The LAACPAC System by Robion Fielder for Success Moves Deals
Overview
The LAACPAC structure is a seven‑step sequence designed to handle the residual mismatch that remains when a prospect reaches the classic moment:
“I want to think about it.”
Robin Fielder created this model to give salespeople a calm, consultative, structured way to surface concerns, neutralise them, and move the deal to a confident close.
At Success Moves, this is especially powerful because our deals—IP Day, GRIP, and Sales Partnerships—are high‑commitment, high‑value, identity‑driven decisions. Prospects rarely “think about it” because they need time; they “think about it” because they have unspoken concerns.
LAACPAC gives you the mechanism to bring those concerns into the open and resolve them professionally.

The Seven Letters of LAACPAC
Below is the Success Moves–specific interpretation of each stage, with flow, psychology, and practical scripts.

L — List
Purpose: Create a neutral, shared space where concerns can be safely expressed.
How it works (Robin Fielder):
You open a fresh page and draw a numbered list—1, 2, 3, 4—ready to capture concerns. This signals structure and professionalism.
Success Moves application:
Say this calmly and confidently:

This removes pressure and positions you as a partner, not a persuader.
Why it works:
People fear being “sold to”. Listing concerns makes the conversation objective, not emotional.

A — Ask
Purpose: Invite the prospect to articulate their concerns in their own words.
How it works (Robin Fielder):
Ask: “What points are you unsure of?” Then write down each concern in one word if possible—price, timing, risk, fit, workload, etc.
Success Moves application:
For IP Day, GRIP, or Partnership deals, typical concerns include:
•     “Will I get ROI?”
•     “Is this the right time?”
•     “What if I don’t perform?”
•     “How much support will I get?”
•     “What if I can’t close deals?”
Capture them neutrally. No defending. No explaining. No reacting.
Why it works:
The prospect feels heard. You gain clarity. And you avoid guessing.

A — Agree
Purpose: Reduce defensiveness by validating the concern.
How it works (Robin Fielder):
Whatever they say, agree with the validity of the concern—not the objection itself.
Example: “Yes, price is always important.”
Success Moves application:
If they say:
“I'm not sure about the investment.”
You say:

If they say:
“I’m unsure whether I’ll get enough support.”
You say:

Why it works:
Agreement lowers tension and keeps the prospect open.
Disagreement shuts them down.

C — Confirm
Purpose: Ensure the full list of concerns is on the table.
How it works (Robin Fielder):
Ask: “Are those all the points?”
If they add more, loop back. When complete, draw a line under the list.
Success Moves application:
This is crucial because Success Moves deals often involve identity, ambition, and risk. Hidden concerns kill deals later.
Say:

Why it works:
You prevent “surprise objections” later.
You also show you’re thorough and professional.

P — Pre‑Close
Purpose: Establish that resolving the concerns leads directly to a decision.
How it works (Robin Fielder):
Ask a conditional commitment:
“If we can resolve these points together, are you happy to go ahead?”
Success Moves application:
This is where you anchor the prospect to a decision outcome, not endless discussion.
Say:

Why it works:
It prevents the “moving goalposts” problem.
It also tests seriousness.

A — Answer
Purpose: Address each concern one by one, calmly and logically.
How it works (Robin Fielder):
Go through each item on the list in order. Provide clear, concise answers. Do not over‑talk.
Success Moves application:
Examples:
•     Price: Show ROI, payment options, and the zero‑marginal‑cost scaling logic.
•     Support: Explain the structured onboarding, scripts, AI tools, and leadership pods.
•     Performance fear: Reframe as a partnership with training, data, and accountability.
•     Time: Show how the system compresses time-to-revenue.
Why it works:
You’re not “selling”; you’re solving.

C — Close
Purpose: Ask for the decision—naturally, confidently, without pressure.
How it works (Robin Fielder):
Once all concerns are answered, simply close.
The model assumes the prospect is now aligned.
Success Moves application:
Use a calm, assumptive close:

Why it works:
You’ve earned the right to close.
The prospect feels respected, not pushed.

How LAACPAC Flows in a Real Success Moves Close
Here’s the psychological flow:
1.     L — List
Creates safety and structure.
2.     A — Ask
Surfaces the real blockers.
3.     A — Agree
Builds rapport and reduces resistance.
4.     C — Confirm
Ensures completeness and prevents surprises.
5.     P — Pre‑Close
Gains conditional commitment.
6.     A — Answer
Resolves concerns with clarity and confidence.
7.     C — Close
Moves to the natural next step.
This flow is non‑confrontational, consultative, and highly professional—perfect for the Success Moves brand.

Why LAACPAC Is Perfect for Success Moves
Success Moves deals are:
•     High value
•     Identity‑shifting
•     Entrepreneurial
•     Emotionally loaded
•     Future‑defining
Prospects rarely say “I want to think about it” because they need time.
They say it because they need clarity.
LAACPAC gives you the structure to provide that clarity without pressure.

Most sales people just have to close once.

We have to:

Then we have to keep closing 2 and 3 for each new vacancy that comes up!
 

We must get it right at both ends of the bargain.  So it is very important for a recruiter to develop their skills.

The closing is not something that happens at the end. It incorporates the whole interview process from start to finish.  Leading to a test closing situation so that you know what and who a client will offer and a candidate’s real acceptable range.

Life experience counts for a considerable amount here. Yet you still must be sensitive to pick up all the signals and nurturing to control the situation.  Candidates usually have a long time to change their mind.
 

The candidate is the hardest close.  This is because if they are not closed completely they will be open to influence because;

So, a simple yes, I accept is not enough.  They will want to see the offer in writing and the client will want to know they got it agreed and have resigned their current employment. Keep close to the candidate right up until the date they start work.  Then ring them at the end of their first week to make sure they are happy. So many times, drop outs can be pre-empted.  Check to see if any other recruiters have rung them with job interviews and turn it into a positive by picking up the leads.

 

TEMPLATE PROPOSAL- Copy and paste and then tweak it for specific requirements.

Recruitment of xxxxxx for xxxxxx
Xxth Month 2026
David Guy – Customer Services Director

Dear John,

Executive Summary
Thank you for your time today. Based on our discussion, your priorities are clear:

•          You want high‑calibre sales talent who can produce revenue quickly.
•          You want to avoid the cost, delay, and uncertainty of traditional recruitment.
•          You want a partner who can support not only hiring, but also onboarding, training, and performance infrastructure.

Success Moves specialises in building revenue‑producing sales teams for high‑growth companies. We recommend the following service(s) as the best fit for your goals:

[Insert: GRIP / IP Day / SPA – whichever applies]

Each option is designed to reduce risk, accelerate hiring, and ensure you only invest in salespeople who produce results.

Your Recommended Solution
Option 1: G.R.I.P. Guaranteed Replacement Interview Programme
For ongoing, ad‑hoc recruitment with complete peace of mind

GRIP is a retained service that guarantees your return on investment. If a candidate leaves or is terminated for any reason (other than internal promotion), we replace them free of charge for the duration of your chosen plan: GRIP 6, GRIP 12, or GRIP 24 months.

Key Outcomes

•          Zero re‑recruitment fees
•          Predictable cashflow
•          Exclusive access to filtered, high‑quality candidates
•          Optional pre‑interviews with reports or video recordings

How It Works
We source candidates across multiple media channels, filter rigorously, and present only the strongest profiles. You receive exclusive access until you reject a candidate.

Option 2: IP Day – Interview Process Day
For recruiting a full sales team in one day
This is our flagship accelerated‑hiring model. We host a professionally facilitated assessment event in a four‑star hotel, typically attracting 20+ applicants. Through structured role plays and elimination rounds, the top performers emerge quickly.

Key Outcomes

•          Build an entire sales team in a single day
•          Eliminate no‑shows and interview fatigue
•          See candidates prove their sales ability live
•          Immediate offers to the top performers
•          Guaranteed quality and quantity — or we run the event again

Investment
•          £3,000 advance deposit (hotel and event costs, deducted from final fees)
•          £6,000 per candidate hired
•          Example: 3 hires = £18,000 – £3,000 deposit = £15,000.
•          50% payable 30 days after the event
•          50% payable 30 days after that
•          1‑month replacement guarantee or longer trm GRIP contact agreed.

Option 3: SPA – Sales Partnership Agreement
For self‑employed, remote, commission‑only sales teams
SPA removes the risk of paying recruitment fees for candidates who do not produce revenue. You only pay when your salesperson earns commission.

Key Outcomes

•          No upfront recruitment fees per candidate
•          Only pay from profits generated
•          Unlimited replacements at no extra cost

•          We continue adding new salespeople as fast as you can onboard them
•          Ideal for scaling remote or commission‑only teams

Complete Sales Infrastructure Support

We can support you with:

•          Sales scripts, objection handling, and closing frameworks
•          CRM setup and activity tracking
•          Lead generation and filtered leads
•          AI‑powered sales training
•          eBook creation for lead magnets
•          Onboarding processes and sales manuals

This ensures your new hires are productive quickly and consistently.

Pre‑Recruitment Infrastructure (Included in SPA, Optional for Others)

To maximise performance, especially for self‑employed salespeople, we recommend the following infrastructure:

•          Sales administration and leadership
•          Real‑time support for new salespeople
•          Sales training and online reference portal
•          Product‑specific training (offers, promotions, upsells, cross‑sells)
•          Sales scripts and policies
•          CRM with VOIP recording
•          Lead generation and prospect lists
•          Marketing materials (videos, brochures, blogs)
•          Documented onboarding and sales processes
•          Remuneration design (Commission‑Only, FlexiBasic, Rapid Results)

We advise recruiting a minimum of three salespeople to create competition, team spirit, and resilience.

Next Steps
We can begin immediately. The onboarding process is simple:

1.        Confirm this proposal.
2.        We prepare your recruitment brief and success profile.
3.        We launch sourcing within 24 hours.
 

Kind Regards

David Guy

Customer Services Director

Success Moves Sales

 

Closing a SPA
(Sales Partnership Agreeement)

Success Moves Negotiation

We Don’t Negotiate Our Prices or our Terms and Conditions.

Here is how we explain our pricing policy to a prospective client.

Do not be tempted to compromise due to fear of losing a deal. Whatever the prospect says they value your deal less if you compromise price. It will make it harder to close. Quality products and services don’t discount.

Why Does a Prospect ask for a discount?

There can be many reasons and it is useful to ascertain their motive before responding.