What does it take to get the contract.
Have you established a need for the customer? So if your product solves the need it should sell itself? It’s your job to sell the product that the customer needs so you better sell it.
So you got about 5 chances to close the deal if your savvy enough to repair the no from the previous 4 closing attempts. Most sellers will only ask the customer 1-2 times for the contract and a majority only do it on impulses that are clear from the client/customer.
Top 10 % of the sellers gets the deal before counting to 5 attempts but the reason they are top 10 is that they can get back to pitching after a no.
First of prepare a place in your pitch / presentation that naturally gives a space to ask the client /customer if they want your service /product. Try it out on real people and see if it works if so try to create 4 more catch phrases / pitch sections in your presentation since they then will give you more opportunities to ask the them again.
So if the customer says no (and they usually do just that the first time you ask them) make sure you have a comeback to rely on.
If you think that your head of sales is saying the same thing as me but in different words your probably right since this the most important point to learn when working in sales!