"EVERY ASPECT OF MARKETING IS ENTIRELY USELESS UNLESS IT PRODUCES CONVERSIONS"
We all wish it was as easy as stating the price and signing the agreement. The truth is that the close is the place where you either open yourself up to problems like scope creep, or protect yourself against future lawsuits.
This is the point at which both you and your prospect agree on the terms of the transaction. What is to be done by both parties and what is the reasonable expectation. This is the point at which you need to know the person you will be working with or have a clearly defined set of expectations for the project.
The quality, clarity, and sophistication of the close is what separates the professionals in our industry from the hobbyists.
The agreement should clearly state the scope of the project and the deliverables that the client should expect your company to produce. The more detailed and specific you can make all of these things the better protected you and the client will be moving forward.