---
title: How to Close Late-Stage Deals Before End-of-Year
description: Learn how to close late-stage deals before end of year by tying every close to the buyer’s priorities, without discounting or sounding desperate.
---

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# How to Close Late-Stage Deals Before End-of-Year

December 4, 2026 @ 12:00PM ET

Your quarter is not the buyer’s deadline. In December, the deals that sign are the ones tied to a real reason on the buyer’s side, not your quota.

This episode breaks down how to close late-stage deals before year end without giving away margin or sounding desperate.

Pressure-test your late-stage pipeline to separate the deals that will sign by December 31 from the ones that are just hopeful. Then build a close timeline around the buyer’s priorities, get signers, procurement, and legal mapped before the holidays, and handle the end-of-year discount ask without caving on price.

Walk away knowing which deals to chase and how to close them on the buyer’s terms, not your quota’s.

### What You'll Learn:

Which late-stage deals will really sign by December 31, and which are just hopeful

A close timeline that maps signers, procurement, and legal before the holidays

How to handle the end-of-year discount ask without caving on price

### Speakers:

[![c.H.30.d5a81f3c9600eda48da91593d3c9bf11.James-w\_background-1](https://content.sellbetter.xyz/hubfs/c.H.30.d5a81f3c9600eda48da91593d3c9bf11.James-w_background-1.jpg)](https://sellbetter.xyz/show-speakers/james-buckley)

[James Buckley](https://sellbetter.xyz/show-speakers/james-buckley)

Host & Content Creator

Sell Better

[![Andrew-2](https://content.sellbetter.xyz/hubfs/Andrew-2.jpg)](https://sellbetter.xyz/show-speakers/andrew-barbuto)

[Andrew Barbuto](https://sellbetter.xyz/show-speakers/andrew-barbuto)

Senior Agency Lead

Basis Technologies

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