sales pitch closing techniques

How to Close a Sale Faster: Closing Techniques + Questions to Ask

In theory, closing a deal is actually pretty simple: show up prepared, give your pitch, answer your prospect’s objections, ask for the sale, and if needed, follow up until you get a definitive answer.

In practice, however, selling is more complicated than that—a hard fact I’ve learned throughout my career through hours of closing (and attempting to close) sales. It's not so easy to avoid sales closing sins —especially if you're new to the game.

While there is an underlying formula behind closing a sale, it’s as much an art form as a scientific process. We'll examine some of the top sales closing techniques, the science behind them, and the best closing questions to get your prospect to say yes.

If you're ready, let's get started with some of the basic science behind why sales don't close, and where you might be wasting your energy.

The Science Behind Closing a Sale

Let’s start with a surprisingly insightful sales statistic:

A whopping 92 percent of salespeople report giving up on a prospect after hearing "no” four times. Conversely, 80 percent of prospects report saying “no” four times before finally saying “yes.”

Did you get that?

Most people give a salesperson at least four “no’s” before they change their minds and try a new solution. Yet, at the same time, virtually all salespeople don’t ever make it that far. And this doesn’t even consider how many salespeople and founders linger in the maybe zone forever , spending a lot of time selling without getting a definitive answer from their prospects!

This statistic doesn’t mean every lead is just four “no’s” away from turning into a “yes,” but the clear takeaway is that sales is often a long game, and the majority of leads aren’t going to close right there on your first cold call .

By the simple act of committing to follow up with leads , building a relationship, and staying in touch with your best prospects (that stand to benefit most from your solution), you’re going to rise above the vast majority of the competition.

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12 Best Closing Techniques to Win (Almost) Every Sale

Of course, discovering sales techniques to add to your repertoire and testing which ones work best in your sales process is a great way to get more potential customers to sign on the dotted line.

These are 12 of the best sales closing techniques that can help you evaluate any situation, and stop those firm "no" answers with your own great response.

1. The Assumptive Close

The Assumptive Close is based on the concept that you firmly believe you will make this sale from the moment you put effort into it. The language you use throughout would indicate that you believe the sale is a "done deal." The key is checking frequently on your prospect, gauging their level of interest, handling objections , and determining if they're on the same page as you.

Why this works: Your confidence and positive thinking are contagious and make the prospect think the answer should be as obvious to them as it is to you.

When it works best: When you're working with familiar leads, and know the product is a perfect fit for the prospect’s needs.

When not to use it: When you have no relationship with your prospect, and hear repeated feedback that the solution doesn't make sense for them.

2. The Now or Never Close

Offer your prospect something that they can only get if they commit within a certain period of time (including today). This can include:

• This is the last [product] we have remaining
• Anyone who commits today gets a 15% discount
• If you sign up today, you can take priority in the implementation queue
• This price is only for a limited time until [date]

Why this works: The prospect now feels that they are losing out on something, so if they will say yes eventually, it just makes sense to do it now.

When it works best: When you have the freedom to offer discounts, and you're dealing with people whose main objection is that they don't have time to decide now.

When not to use it: When the prospect has made it clear your product would never implement at their company, or you can't offer a significant incentive.

3. The Takeaway Close

This concept is simple: if you've already laid the benefits on them, and they don't seem interested in certain aspects, take them off the table . Offer cost savings by removing product features that they might not need, and see if they're more inclined to take the offer.

Why this works: Many people object simply because of the price. If you can counter that objection by removing things they don't need, everybody wins.

When it works best: When your platform is multi-tiered, and the prospect has made it clear that they have no use for certain features.

When not to use it: When the prospect doesn't seem to object to the price.

4. The Hard Close

Also known as the "Nothing to Lose Close," this tactic involves you letting your potential customer become very aware of the fact that you are selling to them. You ask for firm commitments, when you can sign contracts, when you can expect to close the deal, when you can set up implementation—and anything else that gets them to actually sign now.

Why this works: Making what you want clear helps the person feel a little more at ease, and though they may not say yes, at least they will give you a firm answer so you no longer have to spend time following up.

When it works best: When you know you won't be getting the yes, and have no other options.

When not to use it: When you are still in the early stages of following up with your leads.

5. The Columbo Close

Remember the TV detective Columbo ? His famous one-liner "Just one more thing..." has become a mantra for many talented sales professionals. After a suspect thought Columbo was done with them, he would put them on the spot while walking away by turning around and asking for 'one more thing.' Once you think the customer is ready to leave, this last-ditch sales strategy can make them stick around.

Why this works: Whether you're demoing a predictive dialer for sales teams or selling consulting services, hit them with the most enticing part of your sales pitch once they've indicated they don't want to listen much longer.

When it works best: When you haven't shown the main highlight yet, and you're pretty sure the prospect is on their way out.

When not to use it: When you've already bombarded and overwhelmed them with a long list of the benefits of your product.

6. The Summary Close

Take some time to summarize all the benefits of your product, and the main ways it would solve your prospect’s pain points. You can also use this to make distinctions between two or three possible options you're offering, to help remind your lead of what all their options are as they come closer to a purchase decision.

Why this works: Hearing all the benefits at once can seem more impactful than the 30 minutes you already spent going over them.

When it works best: When you know your product is a good fit, and your lead just needs a quick reminder of all the things they agreed would work for them.

When not to use it: When your conversation has not been particularly long, or your main value points didn't seem impactful on your prospect.

7. The Puppy Dog Close

Based on the concept that people who walk into pet stores and hold puppies are more likely to buy them (due to their unbearable cuteness), you make your sale by letting your prospect try it out. Test drive a car, use a free trial, keep a product for a month, and so on.

Why this works: If they start using the product, theoretical benefits become reality, building trust in your product and ideally making them realize they can’t live without it.

When it works best: When you have a product that allows for a trial period, and has features that aren't always easy to quantify over the phone/by email.

When not to use it: When your product can't be 'test driven' or it doesn't have a great variety of features and benefits.

8. The Option Close

With this strategy to close deals, you are offering your prospect a choice between two or more options, hoping that they will choose one rather than saying no. Offering two pricing plans that suit their needs, tiered levels of service with different features, or implementation earlier vs later, for example.

Why this works: With two viable options in front of them, a person is more likely to choose one, or even choose the cheaper option of two choices because it feels like they are saving money.

When it works best: When you have tiered service levels, and know your prospect would benefit from both of them.

When not to use it: When your offering is static, and you don't already have confirmed interest in the unique features your product offers.

9. The Sharp Angle Close

Some people hear sales pitches all the time, so they understand they have the upper hand in the discussion; they may ask for add-ons or discounts, knowing you expect them to. To deal with these seasoned negotiators, a sales expert can take them by surprise with the Sharp Angle Close.

If you have approval, give them what they want—but at a price: "Yes, I can offer you three months of service for 10% off—but only if you sign the contract today."

Why this works: You give them something you were already willing to, and in exchange, receive a firm commitment and make the sale instantly.

When it works best: When you're dealing with people who get sold to a lot, or who ask for incentives to sign.

When not to use it: When your prospect is not familiar with sales nuances and isn't asking for anything special or unique from you.

10. The Question Close

Asking your lead probing questions can force them to actually explain why something does or doesn't work for them. Ask them why you can't proceed with a shipment, why [x feature] wouldn't solve the customer’s needs, and so on. You may even have existing customer testimonials that back your solution up to this prospect.

Why this works: These kinds of closing questions give you a far better opportunity to explain why your product meets their needs.

When it works best: When your lead seems perpetually on the fence but isn't really explaining why they aren't interested.

When not to use it: When the prospect has clearly stated reasons for why aspects of your product don't work for them.

11. The Suggestion Close

Another 'hard close' tactic: In this conversation, you offer your opinion about what would work best. Offer firm statements that explain how "a shipment on Friday would solve that problem" or "if you sign a contract by [date], your onboarding would be well before the quarter end."

Why this works: When you offer firm solutions for their problems, you become a trusted consultant and salesperson .

When it works best: When you have a great (personal) relationship with your prospect, or you think they can be easily influenced.

When not to use it: When you don't know your lead well at all, or they are more of an expert in the field than you are.

12. The Backwards Close

This technique goes against almost all sales cycle training, but it has been known to work with certain types of leads. The method involves starting at the end—ask your lead for referrals rather than trying to sell something to them at the onset of the relationship.

Why this works: By recognizing that you aren't trying to sell to them, the potential customer will feel more at ease, and will be more open to listening to what you have to say.

When it works best: When you know the person, found their information through referral, or already have an indication from them that they have no interest in what you're selling.

When not to use it: When you're early in the sales cycle and have no reason to doubt your ability to make the sale.

Now that you know the top methods of closing sales, you've got the basic techniques down, and know when to use them, let's talk about building and modifying these formulas for sales in a way that works for your business.

6 Tips to Close B2B Sales Deals Like A Pro

As a salesperson (or founder driving sales), your sole purpose is to create clear outcomes: a "yes" or a "no"—but never a "maybe." Follow these steps to get your prospects to a definitive outcome as quickly as possible.

1. Identify the Decision-Maker and Start a Conversation

To effectively gather that right information , you need to be speaking with the right person—a decision-maker. Let’s walk through an example:

If you’re selling a tool for content marketers and experience tells you that the ultimate decision-maker on purchasing new tools like yours goes to a Head of Content Marketing or Director of Marketing, it does you no good spending time talking to an entry-level marketing person, copywriter, assistant, or member of another team entirely.

If I wanted to reach out to a decision-maker in content marketing at the digital agency Web Profits , I’d choose to start my outreach with Catherine (and not Diesel) based on the job title of my ideal decision-maker.

Is Catherine guaranteed to be my sales decision-maker that has unilateral authority to purchase my tool? No, there are no guarantees, but experience gives me reasonable confidence—and that’s enough information to go off of at this stage.

When you start your conversation with the person who’s most likely to be the decision-maker regarding your solution in your prospect’s organization, your chances of making meaningful progress towards closing the sale increase significantly.

The next step is actually starting the conversation with your decision-maker. If you have a formal sales process for your sales manager, then you’ll know which communication medium tends to be most effective for actually reaching your decision-maker to talk about your product with them. Should you send a cold email asking to book an exploratory call, or go directly to calling the company and asking for your decision-maker?

Next, you’ll need to quickly find (and verify) your decision-maker’s email address using a tool like LinkedIn’s Sales Navigator or Hunter , so that you know you’re sending your cold email to a real human. Like so:

Once you’ve confirmed the right email address for your decision-maker, it’s time to write a very short, straight to the point, cold email that has one very clear call-to-action in it: usually booking a call to discuss your solution in more depth.

Here’s a cold email template you can use:

Notice how the emphasis of this email is on getting your prospect to either book a call or reply back with a clear yes or no to the question, “Are you available for a quick call on this day, at this time?”

Keep your eye on the next goal right in front of you (booking a call)—not on the three steps ahead.

I also highly recommend putting automation into play using email sequences. This makes it much easier to scale your outreach and find more qualified leads you can work to close.  

--> Looking to take the hassle out of cold emailing? Give our free AI-powered cold email generator tool a spin!

2. Accurately Qualify Your Prospects (and Their Pain Points)

Much of the real work in closing a sale is actually done in preliminary research and early conversations where you qualify your prospect , and determine whether or not they stand to benefit from your solution. If your prospect doesn’t fit your ideal customer profile , then you shouldn’t waste your time picking up the phone or queueing up further email outreach campaigns.

Before following up with a potential prospect, make sure you (or someone on your team) starts by answering crucial qualifying questions like:

• How well do they match your ideal customer profile?
• How big is their company?
• Which industry are they in?
• Where is this company located?
• What’s the ideal use case?
• Which tools have they used in the past?
• What kind of ecosystem are they playing in?

If the answers to these questions support what you know about your ideal customer profile, then they’re a qualified lead that could likely benefit from using your solution. Most prospects that will waste your time are actually easy to spot .

That’s internal qualification—the steps you personally take to research the prospect and make your best guess about whether or not they’re an ideal customer. Once you've done this, and know you've already connected with the correct decision-maker, it's time to prepare your pitch.

3. Pitch Your Solution (Not Just the Product)

Good sales reps know their product inside and out. Great sales reps transcend their understanding of the product by intimately comprehending all the ways it will have a positive impact on both their prospect’s business and their daily lives.

When you’re trying to sell your prospect on the basis of features, you’re telling (not selling) and you’re most certainly not speaking their language— your product can't sell itself ! Never forget that your prospects care about tangible results, and how your product will create a solution to a problem their business has. That’s selling , and should be the focal point of a great sales pitch .

Here’s an example of telling vs selling.

Telling: "Our platform measures over 100 different metrics, charts, and graphs for your website including this, this, and this. Let me explain how each one works!"

Selling: "We have over 100 different metrics, charts, and graphs for your website on our platform. Which types of metrics are most important to you? What do you want to see?"

The difference between these two approaches is astounding, and more than anything will signal to your prospect that you care about helping them solve their unique challenges, rather than signing up another customer to hit your quota. Solving your prospect’s most pressing problems (as related to your product) requires a partnership that goes far beyond just a transactional conversation.

4. Create a Sense of Urgency

Offer your prospect something time-sensitive—that they actually want. This may incentivize them to commit to you sooner rather than later. This could be a discount on your service, something free, or anything else that lowers the bottom line or level of commitment.

This makes them feel like they have the upper hand, and that they have something to lose if they say no. Don't confuse this sales tactic with rushing your prospect—the last thing you want to do is pressure them into saying a firm "no." Instead, provide them with another reason why your product is the right choice for them—and it's the right choice right now .

5. Overcome Their Objections

Along the path to closing any sale, you’re going to field difficult questions, objections to certain features, push back on pricing, and any number of other sales objections .

Here are some of the most common objections you’ll face:

• I don’t have the time
• I don’t have the money
• Your product is too expensive
• Please just email me more information
• We don’t need this at the moment
• [...and a number of industry-specific challenges/questions]

You need solid answers to these objections before getting on a sales call.

Anticipating and dealing with these objections is a natural part of your journey to close a sale, but it requires adequate preparation ahead of time—otherwise, you’re leaving your deal up to chance.

When you improvise and try to answer your prospect’s objections on-the-spot without a clear foundation, the quality of your answer will depend heavily upon your mental state in the moment. Plus, you run the risk of appearing like you don’t know what you’re talking about—not a good situation to be in as a salesperson.

To prepare yourself for every major sales objection in your space, start by building a list of all the most common objections you’re facing. Write down concise answers to them, get feedback from others on your team until they feel strong enough to walk into any conversation with them, and rehearse the responses until you know them by heart.

In addition, note objections that your prospects present you with that you weren't prepared for, and work on responses to them for future prospects. If one person brought them up to you, chances are another person will in the future as well.

6. Ask for the Sale (and Nail Your Closing Questions)

Perfecting how (and when) you ask the question, “Are you ready to buy?” is at the core of how to close a deal in sales, and yes, you’ll need to get comfortable asking it. As I’ve said before, the biggest mistake salespeople and founders can make is not asking for a sale .

On the surface this sounds obvious, right? Then why does it happen so frequently in the sales world?

If you’re not a naturally gifted salesperson—and haven’t been through the right sales training to equip yourself for success in this field, it’s easy to think your prospects will come knocking your door down to hand over their credit cards after seeing all the benefits and features you have to offer.

But this is a common misconception of sales rookies, and to those who’ve ever closed a sale, you know this is rarely the case (if ever). Even salespeople who’ve been actively selling often wait too long to ask for the sale, and for that reason, they miss out on opportunities to close more sales every day.

So, when is the right time to ask for the sale? The answer: before you think they’re ready.

If you’ve done your job qualifying your prospect, delivering your pitch, and still believe they’d be a good fit for using your product, ask for the sale .

Expect an initial no from most prospects, but build this into your selling process. You’ll often catch a prospect off guard, and they won’t immediately have a clear reason not to buy when you’re both on the same page about the value they’re getting.

Say something like, “Hey, it seems like you guys are a great fit. I’ve shown you how we’re going to solve your problems effectively. Are you ready to buy?”

If they say no, follow up with this question:

“What’s the process we need to go through in order to get you ready to buy?”

This smooth follow-up shows you’re confident in what you’re offering and that you’re willing to work with them to get to a place where saying yes makes sense. After all, closing a sale is always a two-way conversation.

Also, any objections they were harboring will immediately come to the surface, giving you leeway to toss out your carefully prepared counters to their objections. If you still can't close, there may be a few more questions you can throw out there to get the sale.

15 Closing Questions to Turn a "No" into a "Yes"

Exactly how you ask for the sale may differ depending on what type of potential sale you're dealing with. You also may want to start with more general B2B sales questions to better qualify your lead earlier in the sales pipeline.

However, if you know you're close to closing, try out these common sales questions that force your prospect to explain why they're holding back, so you can lead them to the deal--and improve your close rate.  

• “What are all the steps we have to take to help make this deal happen?”
• “Are there any obstacles that could prevent this deal from happening?”
• “Based on what we’ve discussed, do you think our solution is a good fit for your needs? Why?”
• “When do you want to make a decision and begin implementing a solution?”
• "If I was able to throw in [incentive], would you consider committing today?"
• “When is the best date and time to schedule our next meeting?”
• "Is there any reason that you wouldn't do business with us at this point?”
• "If we could find a way to deal with [objection], would you be ready to make this deal happen next week?”
• “Taking everything into consideration, I think one of these two plans would work best for you. Would you like to go with [X] or [Y]?”
• "You mentioned needing a solution by [X date]. If you signed up by [Y date], I can guarantee we have enough time for training and implementation. How does that sound?"
• “Do you feel ready to move forward? I can send over the contract right now.”
• "What do you think a good next step would be to solve your current problems?"
• “Unless you have any more questions or concerns, I think we're ready to get started.”
• "Based on what you've said, it seems like our product is a good fit for you today. What do you think?"
• "On a scale of 1-10, how confident are you that our product will meet your needs?"

Remember, the goal of employing these closing questions isn’t only to close deals and get more potential customers in the front door. You’re also using these thoughtful sales closing techniques to ensure a potential client is truly qualified and a good fit for your product or service—otherwise, they may churn out of your business shortly after getting started.

Bonus: 7 Killer Closing Phrases to Nail Your Next Deal

Feeling confident that you’re about to make the sale? Here are some sales closing phrases to use whether you’re on a sales call, at an in-person sales meeting, or negotiating over email—to help get you a final, firm, "yes" from a prospect that’s on the fence:

• "Unless you have further concerns, I think we can get started with the arrangements."
• "Let's discuss the costs involved.
• "This call is scheduled to end in [X] minutes. Please, take as long as you like, but if you're ready, perhaps we should move along to the agreement."
• "Are you ready to implement [the product] at your company?"
• "If you can commit to buying today, I can also give you [incentive]."
• "It seems like this solution would work for you, but I understand you need a bit more time. Let's schedule a meeting for next week when you've had some more time to think about this."
• "It's fine that you can't commit today. Unfortunately, this particular offer is only available for [period of time], so I would need a signed contract by [date] to maintain this price."

Just be sure you’re using these closing phrases at the right time during the final stages of your sales process with a particular lead. Otherwise, you may catch them off guard and unintentionally encourage a quick “no” from an otherwise qualified prospect.

Final Thoughts on Using These Sales Closing Techniques

The best way is to put these effective sales tips into practice by trying them out.

You'll want to carefully choose your interaction style based on the individual qualities of your prospect. Remember that you're dealing with real humans—the less they feel like a generic lead follow-up, the more likely you are to land the sale.

One of the most underappreciated and often subconscious aspects of closing deals is carefully choosing your interaction style with your prospects.  

Now take these sales closing techniques and go out, and close some more deals!

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• 15 Smart Sales Closing Techniques [Scripts and Examples]

The ultimate goal of every salesperson is to make that sale. 

It is the only factor that decides if all their hard work has paid off.

It’s not easy either. It requires you to listen to your prospects, understand their pain points, overcome objections , and explain all the features and benefits in a way that helps them accept your product or service.

More than 36% of salespeople say that closing is one of the most difficult parts of their job.

No doubt, sales reps are under a lot of pressure when it comes to closing a sale . But if they know what to expect, and prepare accordingly, it won’t be that challenging.

Here are some tried and tested techniques to help you prepare and easily seal the deal.

What do you mean by closing a sale?

While the term “closing a sale” sounds emotionless and distant, it is in fact a hugely emotional part of the sales process – for both parties involved.

• For the sales rep, you’re getting a prospect to agree to a deal and sign a contract. You’ve earned their trust and they will pay you for it.
• For the buyer, they are investing in you and your product. They are trusting you with their business.

But, you have to learn how to close.

Why? Because learning and implementing sales closing techniques helps you achieve your sales targets .

Here are 15 best sales closing techniques to help you.

15 Best Sales Closing Techniques

1. the “now or never” technique.

This is a traditional sales closing technique that invokes a FOMO or “fear of missing out” amongst customers. It creates a sense of urgency by adding “special, limited-time offers.” The goal is to give your client that extra nudge needed to move to a “yes.”

For example, you can tell them that only a few items are left in stock, and since it is a limited-edition product, they won’t be able to buy it later. You can also use trigger words like “last chance”, “ends soon”, “today only”, “don’t delay”, etc.

Example script:

I should let you know that we have a special [X%] discount available for those who signup within this week. I wouldn’t want you missing out on that.

Why it works

In general, we love having options . That’s why buyers keep evaluating products/vendors to find the best of the best deals.

But at the same time, we’re also wired to avoid losing out on things . And that’s why the now or never technique of closing sales works on the buyers who need just one more reason to make that decision.

The best time to use “the now or never technique”

If you sense that a buyer is convinced but is still delaying signing up, you can use this technique. However, make sure that you’ve established a value before offering a discount.

You can also ask your customers if they’re evaluating your competitors during the discovery call itself. It will help you negotiate with them or offer discounts accordingly.

For instance, LeadSquared CRM makes it easy for sales reps to enter dispositions and refer to them anytime to avoid any confusion later during the selling process.

2. The Options Technique

In this sales technique, you offer your client the possible and available options. It prevents the client from giving a binary yes-no response and allows them to explore options.

So, instead of offering a single product or a service, you ask them to choose from multiple options. But limit yourself to 2-3 options.

For example, you can ask the client if they would like a 3-month, 6-month, or 1-year subscription. However, do not ask if they want to buy a subscription or not, which will again invite a binary response.

Considering all your requirements, I think these two products would work best for you. Would you like to go with [X] or [Y] ?

Why this technique works

People prefer thinking that they chose to buy or not buy; they don’t want to be convinced into anything. By giving them options, in a way, you’re supporting their pride, which may lead to you winning the deal.

The best time to use it

When you see that the buyer is skeptical about usability, you can try this technique. Otherwise, you can also use this sales closing strategy when the buyer’s budget is a constraint. You can offer the basic version (instead of advanced/pro) to help them get started.

Note that people often feel that the more choices they have, the better their chances of finding a deal that will perfectly satisfy their needs. However, the more options they have, the less likely they are to make a decision at all.

That’s why, while using this technique, don’t offer too many options that will only confuse the buyer.

3. The Assumptive Close

This technique is based on the principle of self-fulfilling prophecy. That is, your belief in something leads to it coming true.

Here, the salesperson assumes that their offering matches the buyer’s requirements. So, the next step that remains is talking transactions.

For instance, you can directly ask when they would like to get started with the paperwork.

Example scripts:

When should we get started on implementation? When should I have this delivered? Do you want to go with [X tier] or [Y tier] ? Send me [X financial information] , and I’ll get the paperwork ready now. To whose name should I make the invoice? Do you want [upgrade] with this, too?

Why the assumptive close technique works

The assumptive close technique gives two choices to the buyer –  believe you or distrust you. But because of your/your brand’s reputation, they’re more likely to believe you. It prevents the client from thinking about the reasons why they should not get the product.

The best time to use this sales closing technique

If you think that your product/service is exactly what the client is looking for, you can apply this technique.

4. Giving a Discount

Discounts are the age-old trick for closing sales. Good deeds do not go unnoticed. Giving a discount will surely give your buyers one more reason to say yes.

Discounts can be of various types. For instance, free shipping, bonus, cashbacks, vouchers, etc.

If you commit today, I can get you an additional [X%] discount. If you sign up today, you can take priority in the implementation queue.

Everyone likes freebies, which is why this technique works. In fact, 93% of shoppers use a coupon or discount code all year round.

The best time to use this technique

If you can achieve your revenue targets while preserving your profit margins, use this technique.

Sometimes brands also use the discounting technique to capture a market share.

However, make sure you have (or get) the approvals before offering the discounts. Otherwise, refusing the offer later will create a bad brand impression.

5. Being Inoffensive

Some clients can be difficult to handle as they do not want to give up control. They stay stubborn with their “no,” but you can move that no to a “yes” with the right set of questions.

By being inoffensive (despite all the friction), you can guide them into signing the deal.

Follow this approach while being polite throughout.

• Reiterate their pain points
• Suggest that you have solved these challenges for a similar client.
• Show the results your clients have achieved with your service.
• Ask them if you can go ahead with the deal.

It will make the client rethink why they’re saying no. And because you’re being polite and helpful throughout, they may consider your offering.

As you can see, our  [product/solution]  is the right fit for your  [problems/challenges] . And that’s how  [other clients]  got over that hurdle. I recommend you do the same, and you’ll always be glad you did. So, shall we go ahead and get you signed up?

People tend to subconsciously decide what to do before figuring out why they want to do it.

This sales closing technique makes them recall their goals/challenges, how your offering fits into the picture, and that there’s no reason not to go for it.

If you could see that the deal is on the verge of going cold for no good reason, apply this strategy.

Being inoffensive helps you in one more way. You can get feedback about how you can tune your product or service to meet the demands of this set of customers.

6. The Sharp Angle Close

The Sharp Angle Close is also known as the “If I – Will You Close” technique.

This technique is applicable for clients who want to say “yes,” but on a condition. Usually, this condition is not a part of the deal.

For example, the client asks for an extra five percent reduction on interest rates for the house payment. This discount may not be a part of the deal, but you can close the deal by asking for something else in return.

You can say that you will provide this offer only if the customer agrees to finalize the purchase today. This method allows the prospect to feel like they won the deal. It also gets you a sale.

If we give [freebie] , would that convince you to sign the contract today? If you sign the contract today, I can guarantee we can do [special request the buyer asked for] . How does that sound?

It is a win-win situation for both clients and salespeople. While clients get an additional discount, sales reps get closer to achieving their quarterly (or monthly) revenue targets.

Salespeople use this technique mostly during quarter ends – when they have to close their revenue/sales targets.

7. The Backward Close Technique

Salespeople usually ask for referrals at the end of the sales process or when they receive a positive NPS.

In contrast, in the backward close technique, you ask for a referral beforehand – to increase their interest in your offering.

To make the most of this technique, offer a gift/reward in exchange for their reference.

I hope you’re happy with our  [solution/product/services] . Do you know anyone else in your network who could benefit from this solution? And to express our gratitude, we would like to offer you  [reward/referral bonus] .  Recently, we’ve launched a referral program in which we’re offering incentives to our referral partners.  [Reward details] I invite you to share your referrals who can benefit from our  [product/solution/service] .

The customer (whom you’ve asked for a referral) feels good being an altruist or simply enjoys the reward. Thus, in a way, fostering your relationship with them.

Also, 92% of consumers trust referrals from people they know. So, when you approach a buyer from a referral vs. yourself, you’ll have a better chance of winning the deal.

There are more reasons to use this technique.

The best time to use the backward close technique

You can use the backward closing technique when you sense that the buyer is not paying attention to you. It will help you gain back their interest by changing the flow of conversation.

8. The Needs Close

In this technique, you consult the client about how much they can save or how much ROI they will get by partnering with you. It is an easy way to show that your product has value for them.

If we implement by [X date] , I estimate you can start seeing ROI by [Y date] . That means we’d need to close by [X date] . Is that enough time for you to make a decision? I know you said you need to have a solution in place by [date] . Working backward from that day and factoring in implementation and training time, it looks like we’d need to have a signed contract by [date] to meet that deadline. Can you commit to that signing date?

The needs close technique works because you present the quantifiable values to the buyer.

The best time to use the needs close technique

When you see that your product or service directly addresses some of the major pain points of the prospect, but they aren’t sure how they’ll benefit from your product, use this technique.

However, don’t assume. Let the client state their needs. Once you have that list, check off the ones that your product/service can help with.

9. The 70/30 Rule

The 70/30 rule states how much the healthy balance of conversation should be. The customer should do 70% of the talking while the salesperson should do the rest.

Listening is the key to making good sales. It helps you understand the pain points of the customer.

According to Gong, the highest converting talk-to-listen ratio on B2B sales calls is approximately 43:57.

Although the 70/30 rule is not quite a closing technique, it can help you pick the right one.

Also, note that closes are phrased as questions and not statements. For instance, sentences that start with “I’d like to” or “Maybe, we can” aren’t closes. But questions that start with “Are you,” “Can you,” or “Will you” are. So be wise in the wordings you choose.

10. The “Ask for Opinions” close

In this technique, the sales rep asks the prospect about their opinion about the product. Probing for opinions is an effective way to sway the client towards a yes. Moreover, it can also be a great way to discover issues in the product or the service.

For example, you can ask them what they think about an insurance policy they have been looking at. Asking about opinions makes your client feel invested in the brand.

On a scale of 1-10, how likely are you to purchase our [product/service] ? [Answer from prospect] (If the score is close to 10) That’s great. Would you mind sharing what’s preventing you from giving it a perfect 10? (If the score is very low) That’s disappointing. Would you mind sharing some inputs on where our [product/service] seems to be lacking?

Listen to what your prospect thinks about your offering. If there’s any misunderstanding regarding features/solutions, clarify that.

Otherwise, if everything else checks out, but the score is still too low, understand that your product/service may not meet their requirements. If the score is good, propose the values that they get from your offering and other solutions that can resolve their problem as a whole.

People like to share their opinions. When you use this strategy while closing sales, the buyer feels they’re a part of the decision-making process. They believe that you’re not hard selling. Instead, you’re keen on benefiting them more. In short, Affirmation is the driving force in this closing technique.

You can use this technique in almost all scenarios. It helps you build rapport with the buyer.

11. The Question Close

In this technique, you try to uncover the client’s objections and create solutions for them. It builds upon the lead qualification process, where you try to gauge the opportunity to make a sale.

You can ask questions like, “Now that you have seen this property, does it solve all the requirements you have for your home?” If it is a yes, then you can move to close the sale. If it is a no, then you can ask how your solution fails to solve the challenges.

Did I answer everything you wanted to know? Do tell me if you have any other questions. No? Okay, great. Welcome aboard. I know you’re going to enjoy this as much as my other clients do. So, how would you like to pay for this today?

This technique works because it directs the buyer towards a purchase while keeping their needs and preferences in focus.

Use this technique when you want to address objections, but you also want to get a commitment.

12. The Objection Solicitation

In this technique, you ask questions that bring out any objections your client may have. Here, the salesperson asks very specific questions regarding the product. It helps the prospect to openly talk about the issues they may have with the product.

Let me answer this for you. [Handle objection] I hope this helps. Do let me know if there’s any other concern. I’ll be happy to discuss. Or [Name] , do let me know the reason why we shouldn’t proceed with this deal. If there’s anything I could do to help you decide, I’ll be happy to do so.

Both – buyers and sellers seek trust in the partnership. They tend to appreciate each other’s capabilities , understand each other’s businesses, and believe that their partners will stick to the commitments they make.

The objection solicitation technique promotes open communication (for anything or everything that might concern the partnership in the future), which is a must for building long-term relationships.

When a buyer presents objections, it means they’re interested in your product/service. However, they need some clarifications.

A pro tip: Respond to objections with questions. Top-performing reps often do this.

Note, this technique is also helpful for customers who have stalled the purchase process because of apprehension regarding the product.

13. The Ben Franklin Close

The concept behind Ben Franklin Close is to make a pros and cons list of your offering with the client and help them understand the benefits while considering their priorities and preferences.

There are four steps to Ben Franklin sales closing technique:

• Present the idea of making a pros-and-cons list.
• Let the client come up with a list of pros and cons. Offer guidance wherever required.
• Highlight other valuable pros they might not have considered.
• Ask thoughtful closing questions.

I understand you might want to give this some more thought. And given how important this decision is, I understand where you’re coming from. Still, you must understand whether the benefits of this [offering] outweigh the cons. Can we put together a comparison of those together to help you make a rational decision? [Carry on the discussion based on points 2 and 3] I hope we’ve considered all major obstacles. Is there any other reason not to proceed with this deal?

By letting buyers evaluate the pros and cons themselves, you eliminate their reasons for not buying the product.

Plus, the Ben Franklin close technique acts as a need vs. want checklist. If your offering covers all (or most of) their needs, you have a good chance of making a sale.

When the negotiation is not going in your favor, use this technique to reverse the course. You can also use this technique when the deal appears to be going south.

However, make sure that the pros outweigh the cons. As the client will make a decision based on which list is longer.

14. The Impending Event

This closing technique gives customers a hard deadline to make their decisions. You can reference policy changes or upcoming regulatory changes beyond your control that may prevent the customer from getting the current offer.

For instance, you can offer additional discounts, features, or services, flexibility in contract terms, and more.

But make sure your client gets approval from legal, accounting, and other departments to sign the deal by the said period. Otherwise, you would be making an unnecessary sacrifice for sale.

This offer expires on [date] . Can I get a commitment from you today itself? I know [resolving the problem] is a really big priority for your team. But I’m worried we won’t be able to offer [product/service] at this price because of [an impending event] . You would not want to miss this chance, and I hope you decide by [date] . I’ll keep the paperwork ready meanwhile.

Time constraints make people decide faster . The impending event technique makes use of this aspect of human psychology. By giving a tight deadline, it increases the chances of closing a sale.

When should you use this technique?

Salespeople generally use this technique during new product/feature launches. It helps them make sales and, at the same time, test the market-readiness to use that product.

Alternatively, this technique can be used when the buyer is delaying the contract for no viable reason.

15. The Summary Close

The Summary close is a common technique where you list how the product or service will benefit your prospect before you close the sale.

It is helpful for longer sales processes. Often, multiple departments will work on a single sale. So, the prospect will appreciate a summary and will even move closer to a yes reply.

Now that we have seen our [product/solution] covers your [challenges] , I hope you’re ready to move forward. I can send over the contract right now. Does that sound good?

This technique works because it helps buyers visualize what they are buying and how it will serve their needs.

You can use the summary close technique when you’re sure that the prospect understands the benefits you offer. Also, make sure that you’ve successfully answered objections before asking for a close.

Sounds easy, right?

Not so fast. Even though you now know how to close, there’s still a few mistakes we’ve seen sales reps make (ourselves included).

5 Mistakes to Avoid While Closing a Sale

Here are some of the basic principles that you should know before you apply any of these sales closing techniques.

Think of them as principles on what salespeople should never do.

1. Do not have poor communication etiquette . It includes chewing gum on calls, having background noise , or not speaking clearly. These can severely hurt the chances of closing a sale.

2. Do not jump to conclusions . If a prospect is unsure, it means that they have not decided yet. It does not translate to a yes or no. You can use the sales closing technique to move them to a yes, but do not assume.

3. Do not say you know something when you do not. If you are unsure about the aspect of the product or service you are selling, you can always check and let them know. Customers appreciate honesty.

4. Do not be defensive. This behavior is seen when it comes to pricing. Defending any aspect of the product/service may be a red flag for the prospect. A better approach is to highlight the values they get from your offering. You can also give logical reasons on why different customers choose different options.

5. Do not be negative. There will be rejections and objections while closing sales. That is why people have come up with different closing techniques. Be persistent and leave the door open for prospects to return.

Finally, here’s 5 practical tips you can use to help you close more deals, faster.

Sales Closing Best Practices

• Always target based on possibilities. Your chance of closing a sale increases when you pick the right prospects. Use CRM to understand buyer’s intent, use the appropriate closing technique, and your numbers will go up drastically.

2. Always prepare. Sales reps who make it look easy, are actually well prepared. Always check the client’s website, their LinkedIn profile, and other public profiles before you approach them.

3. Always Listen. Remember the 70/30 rule. You should spend 70% of the time listening to the prospect. It will help you understand their pain points and even gather valuable feedback.

4. Always be honest and ask for what you want. Be transparent about pricing and be truthful with any bad news. Also, share your intentions with the prospect up front. Ask for a sales appointment.

5. Always follow up. Assess your meetings with a follow-up communication such as a short phone call or email. Identify where you are doing poorly and keep improving your techniques.

Sales closing techniques are the important items in your arsenal. However, knowing how and when to use them is even more important. As you progress your career in sales, you may even develop your methods.

In Conclusion

In your sales career, you’ll come across a lot of different situations and clients. You cannot (and should not) follow a one shoe fits all approach. Knowing different techniques and strategies to make a sale is crucial.

But there’s one more thing that you must know – how to work more efficiently.

Probably, you’ll not be closing sales daily. Some days you’ll be waiting for a revert on a proposal, while on other days, you’ll be negotiating.

So, how will you track multiple leads in your sales pipeline ?

A simple solution, trusted by several leading organizations like BYJU’S, Allstate, and more, is LeadSquared CRM .

Its SmartViews feature helps you keep a tab on all ongoing activities, tasks due, lead stages, and more in a distraction-free manner. The following gif illustrates this.

To see this feature in action and what else you can achieve with LeadSquared,

Nidhi is a content writer/editor at LeadSquared. She works closely with sales professionals and senior management to bring their outlook into her write-ups. Connect with her on LinkedIn or write to her at [email protected].

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How to Close a Sale in 2023

• June 1, 2022

There’s nothing more important in the world of sales than closing. Seriously. You can reach out to the best qualified prospects in the world, and you can enter them into a world-class nurturing sequence . But if you can’t ultimately get them to pull the trigger and close the deal with the right sales closing techniques, all of that effort will have been for nothing. Unfortunately, 30% of salespeople say “ closing deals has gotten harder compared to 2 to 3 years ago,” according to Hubspot research . If you’re falling below the average sales close rate of 20% , it’s time to up your game. Give the following 15 closing techniques a try on your next call.

What Are Sales Closing Techniques?

We all understand that “closing the deal” is about persuading your lead to buy from you. But more specifically, it’s about transitioning from your pitch – during which you’ve talked about the various benefits of your product and how it answers your lead’s problems – to agreeing a sale. That’s not as easy as it sounds. Asking your lead to sign on the dotted line can disrupt the flow of the meeting and destroy the natural rapport you’ve worked so hard to build up. No wonder that 28% of salespeople say closing is the hardest part of their job. Sales closing techniques are designed to smooth the salesperson’s path from pitching a product to asking for business. They’re a way of seamlessly integrating the close into your pitch, giving you the best possible chance of getting the desired result at the end of the meeting – without having to resort to overly pushy tactics that run the risk of derailing a business relationship before it’s even begun.

How to End a Sales Call

Chances are you’re not going to close the whole deal during a call. Most likely, that’ll require an in-person meeting, or at the very least a video conference. However,  every  sales call should still have some type of “close” – in other words, the action that you want the person on the other end of the phone to agree to – in mind. Chances are it’ll be one of the following objectives:

• Booking a more in-depth follow-up call
• Arranging a product demo
• Agreeing to a call or meeting between the prospect and one of your product specialists
• Confirming an in-person pitch meeting

Whatever the objective, the “close” should be an integral component to effectively concluding your call, not just a tacked-on afterthought once you’ve reeled through your elevator pitch. Having gleaned the necessary information from your prospect,  raising the right questions  along the way, you should be able to naturally segue into asking them to take the desired action. Give the following 15 closing techniques a try on your next call:

The 15 best Sales Closing Techniques

The “puppy dog” close.

This closing technique earned a lot of attention after it was mentioned by Tim Ferriss in his popular book, The Four Hour Workweek . Its premise is simple: offer to let well-qualified leads try something out, hoping that – once they experience the value – they’ll be unwilling to give it back. You may have seen this technique in action at the pet store, where families who are on-the-fence about adopting a furry new friend are encouraged to take pets home for the weekend and return them if it doesn’t work out. Would you take advantage of that offer after spending several days bonding with your new friend? Yeah, most people don’t. You can apply this technique to the sales of any product or service, with one word of caution: you have to be confident that you can prove value in a very short timeframe. If you’re selling a complex SaaS product with a month-long onboarding process, for example, this one isn’t for you.

The Scarcity Close

Humans are hard-wired to want to act in the face of perceived scarcity. Leverage this instinct in the case of closing by increasing urgency with a limited-time offer or special promotion. Just be genuine, if you’re going to use this one. You’ll lose credibility with your lead – and potentially damage your relationship with future prospects if word gets out about your business practices – if you lie about an offer being truly scarce.

The Concession Close

Negotiation happens in the sales process. And that’s fine – if you can learn to use it to your advantage. If a lead asks you for some type of concession, offer to grant it, but only if they’re willing to close that same day. Obviously, the concession they’re requesting has to be reasonable. But if it’s something you can grant, the concession close can turn the negotiation process into a win-win for both of you.

The “Columbo” Close

This technique takes its name from a classic 1970s TV show, Columbo , whose lead character – a detective with the last name Columbo – was famous for seemingly ending an interrogation before turning around and asking, “Just one more thing…” In the world of sales, this close is most often used to uncover a hidden objection that’s holding up the sale. Once you’ve made it clear that the meeting or call is ending, slip in a question that cuts to the heart of the matter and earns you valuable information. Michael Angelo Caruso, writing for dbusiness , has a great example: “Now that the presentation is over, may I just ask . . . why didn’t you buy from me today?”

The Assumptive Close

To use this technique, frame the language you use as you’re ending your pitch in a way that assumes the deal is done. Hubspot offers three examples that you can customize to your needs:

• “When should we get started on implementation?”
• “What delivery date would you like?”
• “Which [package, tier, bundle] are you going with?”

The Take Away Close

If your leads are struggling to say yes – whether due to costs or some other factor – you can always offer to take away one or more features to make the deal more appealing. Ideally, this doesn’t result in you closing a smaller deal. Instead – like a kid that’s been told they can’t have a toy they really want – your lead may wind up wanting the features even more, eventually closing the original deal you’d proposed.

The “Ben Franklin” Close

This “old school” close draws inspiration from Ben Franklin, who famously persuaded people to his side of an argument through the savvy use of pros and cons lists. To use this in a sales setting, you’d summarize the pros and cons of your offering for your client, encouraging them to make a decision based on the list that’s stronger. The catch? To be successful, the pros list in favor of your offering should be at least 2-3X more valuable than the cons they outweigh.

The “Artisan” Close

The artisan close involves emphasizing to your leads how much time, energy or effort has gone into developing and delivering your product – the same way an artist might talk about the hundreds of hours that went into a painting or sculpture. You need two things to make this close successful. First, it won’t work if you sell a low-value product or service. And second, your leads have to care. If they’re especially price sensitive, your company’s investment in its offering may not carry much weight.

The “Next Steps” Close

This is a fun one. Rather than doing the heavy lifting of closing a deal, you put the onus on your leads by asking them what they believe the next steps should be. To be clear, this only works if your leads are basically already at the finish line. Otherwise, you risk hearing that their next steps will be “talk to another decision-maker” or “have a meeting and get back to you.” Lead them into it with a “ yes ladder ” of questions that gets them in the habit of answering in the affirmative and ensures you’ve resolved all possible objections.

The “S.A.R.B” Close

This framework comes from Saleshacker contributor Emily Meyer, and it involves four steps:

• Summary : Summarize what you spoke about and how it solves their business and person need
• Ask : For feedback and what stood out to them.
• Recommend : A next step and who on their side should be involved and why their involvement is important at this stage.
• Book : The next meeting with the prospect on the phone.

Sales opportunities won’t always proceed this smoothly, but having a framework like this in place at least allows you to ensure you’re moving in the right direction.

The “Hard to Get” Close

This hands-free technique from Mark Daoust is easy to implement: simply stop calling back and let prospects take the initiative to reach out to you when they’re ready to buy. As Daoust notes in his Entrepreneur article , however, there are three things that have to be true for this approach to work:

• The client has to have enough information
• The client has to know that it’s up to them to initiate the next step
• All of the client’s needs must have already been addressed

After that? Being seen as a partner – not a pest – can prove profitable.

The “Visualization” Close

Visualizing success has a proven impact on everything from self-confidence to sports performance. With this close, you turn the full power of this practice on your prospects by encouraging them to imagine the full impact of purchasing your product or service. Leverage whatever pain points they’ve shared with you to make the visualization as effective as possible. Once they can see themselves enjoying the benefits of your offering, closing becomes much easier.

The “Value Wedge” Close

According to Tim Riesterer of Corporate Visions , most B2B salespeople admit that there’s as much as 70% overlap between their solutions and their competitors. So rather than trying to sell your solution from the ground up, focus instead on the 30% of your offering that’s different from others you’re going up against – aka, your “value wedge.” Focusing there helps your pitch stand out from others who are pitching generic benefits for relatively similar products or services.

The “1-2-3” Close

On the Yesware blog, Gwen Lamar shares a simple framework for driving a close:

• Identify three pain points your recipient has
• List out three end-picture benefits of your product
• Mention three of your top customers

It’s simple, but in her experience, it taps into people’s natural inclination to appreciate patterns and repetition. According to Lamar, there’s also science behind this one. She writes, “A study by UCLA also found three to be the perfect number in settings like sales emails where consumers know that the message source has a persuasion motive. Anything above three sparks skepticism from your prospect.”

The “Hard” Close

This one is exactly what it sounds like: the high-pressure, high-intensity “hard” close that’s long been associated with salespeople. It’s not always appropriate, but it’s often effective when a situation calls for clarity over ambiguity (like when a lead shows signs of life for months, but never actually pulls the trigger). Use it sensitively, but always keep it in your sales arsenal.

How to Close a Sale

There are a few clues in the explanations above, describing when different techniques should be used. But when you’re actually in a meeting or on a call with a lead, you won’t have time to refer back to this list. Here are three different signals you can watch for that’ll clue you into the kind of closing technique that’s best suited to the situation:

Verbal and Non-Verbal Cues

Does your lead’s voice sound warm or excited? If so, your sales presentation is likely on the right track. But if they’re sounding more curt, short or irritated, these could be signals to change up your approach. The same goes for body language. Eye contact, a head tilting towards you, and a forward, engaged posture are all signs that you’re being positively received. Leaning back in a chair and crossed arms are two signs that the techniques you’re using aren’t landing.

Personality Clues

Measuring personality types is an inexact science. Every person is unique, and responds to stimuli in a different way, based on past experiences, cultural conditioning and more. That said, there are personality frameworks that can be used to guide the sales process. The popular DISC model, for example, is based on four personality types : dominant, inspiring, supportive and cautious. Every interaction you have in the sales cycle gives you clues as to the type of personality you’re dealing with; these clues let you know which closing styles are most likely to be effective. For example, a supportive personality type might respond most positively to a visualization close that helps them see themselves benefitting their team by implementing your offering. A dominant person, on the other hand, might respect the straight-forward nature of a hard close, rather than something more ambiguous.

Testing Your Close

Finally, keep in mind that you don’t have to go all-in on a close right away. You can test pieces of your chosen technique to see if you’re on the right track. Rather than doubling down on a scarcity close, for example, you could see how a prospect responds to your request for an urgent meeting. If they won’t make the time for you, that could be a sign that they either a) don’t really understand your value yet, or b) aren’t likely to be receptive to a high-pressure scarcity technique. Closing isn’t all-or-nothing, and it doesn’t have to use a defined technique to be successful. Experiment. Test. Transform these techniques into your own models to see what works and what doesn’t. The data you gain throughout this process will be invaluable to your overall sales performance.

10 Tools Designed to Close Deals Faster

1. pandadoc proposals   .

PandaDoc offers reusable proposal templates and a custom content library filled with ready-to-use and pre-approved content cut your team’s proposal creation time by 65%. The best part? You can send as many sales documents as you want from a single template. You’ll accelerate your deals by reducing back-and-forth negotiations through the use of redlining and commenting features, and receive real-time notifications whenever your sales proposal is opened, viewed, or completed. The proposal software integrates with your CRM, to help you crank out proposals fast and close deals even faster.

Starts at $9/month and offers a tiered pricing structure for plans with more comprehensive features to suit a variety of business needs.

Capterra Rating: 4.5/5

HubSpot is a free CRM designed to connect marketing, sales, and service teams with their customers. It’s highly customizable nature and 200+ integrations make HubSpot a tool that adapts to your business, not the other way around. Sales teams, in particular, will rejoice to hear that HubSpot specializes in sales software, with an arsenal of tools built to boost productivity and push opportunities through the sales pipeline at record speed. Their sales automation tools give reps the power to turn once monotonous, data entry tasks into streamlined workflows with one click. Set email campaigns and creation to autopilot with templates, sequencing, and scheduling options. Even if you’re the type of rep who likes to send original emails in real-time, you’ll still have insight into valuable analytics. From the moment your lead opens an email, clicks a link, or downloads an attachment; you can implement predictive lead scoring. HubSpot helps you prioritize outreach efforts, avoid wasting time on leads who aren’t interested, and close the deal quickly with those who are.

Starts at $0/month for individual plans as well as an affordable monthly plan for larger sales teams.

Small Business (50 or fewer emp.) or Mid-Market (51-1000 emp.) or Enterprise ( >1000 emp.)

Acquire is a fully loaded unified customer engagement platform. It hosts an array of customer support tools that help businesses to ace their customer service strategies. It helps start-ups, SMBs, and large organizations to deliver an optimum digital customer experience.

Acquire’s ability to provide a unified view of all customer interactions across channels, to agents, at one place, is one of the reasons that make it stand out. The unified view can give agents all the information of a customer or a visitor needed like their previous queries, purchase history, personal details, emails, chats, etc. in a single dashboard along with the timeline. This decreases query resolution time and increases the efficiency of the customer support agent.

Moreover, this unified customer communication platform allows agents to connect with customers in more than one way through a medium like video calls, voice calls, live chat, cobrowsing and chatbot.

Contact them for pricing

Capterra rating: 4.9/5

Best for: customer support professionals and businesses of any size.

4. Mailshake

Mailshake helps people have more conversations, qualify more leads, and close more deals than ever before. In other words, MailShake was built for salespeople. Their priority is you, and they don’t want you to waste another minute using your halfway decent prospecting approach. You’ll have the ability to automate and scale your email outreach strategy , scale whitehat link building, connect with prospects through social media, and track everything. Features like mail merge and follow up ensure your email outreach is equal parts fast and effective. Its intuitive user experience makes exploring and implementing new features easy, empowering you to close more deals. You’ll struggle to find software with comparable reporting capabilities, email personalization, and usability at the same price point.

Basic, Pro, and Omni account options all priced affordably at under $100/month.

Capterra Rating: 4.6/5

Best for: Sales professionals, founders & entrepreneurs, content marketers, and

anyone looking to earn leads via cold outreach.

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BenchmarkONE is a CRM and marketing automation solution that makes small business sales easier. Their Gmail and Outlook integrations mean you can update your BenchmarkONE contacts straight from your inbox, reducing the need to bounce between windows. You can add contacts easily, track your prospects as they move through the sales funnel, and provide personalized email follow-up. Lead qualification is simple with their tagging and scoring capabilities, and tasks can be automated, which saves you time and keeps you on top of your follow-up. BenchmarkONE also enables you to create landing pages and pop-up forms so you can track on-site visitors and add them to your outreach campaigns. Price: Has a 14-day free trial, but packages start at $39/month. Lite, Core, Pro, and Enterprise packages are available on a tiered pricing structure. Capterra Rating: 4.4/5 Best for: SMBs and agencies looking for a simple and easy-to-use CRM and marketing and sales automation tool.

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You know the drill. You fill out a form on a company’s website and get sent to a thank you page that says you’ll be contacted “shortly”. If you’re lucky, someone responds. By the time most sales reps get around to following up with their leads, they’re caught in a game of phone-tag, cross their fingers and hope they get someone re-engaged enough to take the next step. Chili Piper helps qualified leads automatically book a meeting or start a phone call the moment they fill out a form on your site. You’ll see dramatic improvements in your lead-to-opportunity conversion rates and create more pipeline from the same traffic.

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Zoom is where the magic happens. It’s a high-definition video conferencing platform designed to streamline the process of connecting sales professionals to their prospects in real-time, or by way of pre-recorded messages. They offer a multitude of integrations that will help you close deals in record time. Connect your calendars, payment processors, project management platforms, messengers, and you’ll never miss out on another opportunity to follow-up with new leads. You can even take your conferences on the go when you download their mobile app. If video conferences, webinars, and collaborative remote meetings are a regular part of your day-to-day, then Zoom is definitely a product worth trying out.

Starts at $0/month but offers Pro and Enterprise plans that include advanced features for an increased price per host.

10. ChurnZero

ChurnZero helps you keep your customers once you close the deal by taking a proactive approach to Account Management. They get that you piece together customer insights from more than one channel, that’s why they offer native integrations with trusted CRM and analytics platforms to help you put together your data puzzle. Every good salesperson knows that data is only useful if you can take your findings and apply them to your strategy. ChurnZero allows you to segment your customer data, define personas, and help tailor messaging to your clients. You’ll fight churn, expand the potential of existing accounts, and provide the optimal customer experience with ChurnZero.

Request a demo to explore the product and your options with a ChurnZero representative, you’ll be able to make an informed decision on the right pricing model for you and your business.

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31 Closing Phrases to Seal a Sales Deal in 2021

Updated: August 02, 2021

Published: July 26, 2021

Heading into a closing conversation with a prospect is always a nerve-wracking experience. No matter how impressed they seemed during your demo or how enthusiastic your point of contact is, there's always a chance your deal won't pan out.

A prospect might ditch you for a competitor, postpone their decision until the following quarter, ask for a price you can't deliver, or take any other action to stop a sale in its tracks.

While closing a deal rests heavily on the quality of your offering and how well you've executed your sales process up to that point, the closing phrase you use is also a key factor. And that extends beyond the specific closing sentence or question you go with. Your tone, voice, and language throughout the process all have an impact on the prospect as well. Read on to learn the closing phrases you should (and shouldn't) use.

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Sales closing phrases tips.

• Do your research.
• Set expectations.
• Tell a story.
• Pitch the benefit, not the product.
• Handle objections.
• Ask for the sale.
• Arrange next steps.

1. Do your research.

You need to understand both your company's offerings and the nature of your prospect's business to find the solutions that will work best for them. So always conduct thorough research on every angle of the sale throughout the sales process.

Speak with the point of contact and other people at the company in different departments to learn more. This will give you a clearer picture of how the company works and what its objectives are.

2. Set expectations.

Set expectations early in the sales process. And ask your prospect difficult questions about factors like their budget and timeline before providing them with something they want — like a demo or trial. In doing so, you'll qualify the prospect, build a genuine rapport with them, and earn their trust.

3. Tell a story.

Believe it or not, storytelling is one of the most effective ways to make an impression on a prospect. As humans, we remember stories more than other information, but we don’t use logic to process those stories. Guess what else we rarely use logic to do? Make decisions.

As a sales rep, you have limited time to make a final impression on your prospect in the closing phase of the sales process. You’ll want to use this opportunity wisely.

Now, I’m not recommending that you tell an irrelevant story that takes the conversation on a tangent. What I do recommend is that you keep a few types of stories in your back pocket that you can tell when making your final pitch.

90% of the decisions we make are based on emotion rather than logic — so a story is a smart and ethical way to tap into those emotions.

Below are a few types of stories that you can commit to memory and tell relatively quickly.

• Success Story

Share a story about a client who was similar to the prospect in size, industry, or pain points. Then share the benefits that the company experienced as a result of using your solution.

• Personal Testimony

If the customer is worried about the reputation of the company, competence of the team, or availability of support if things go wrong, share a personal testimony that you or someone within the company experienced to assure the prospect that they’ll be in good hands.

• A Quick Aside

I know I mentioned earlier that you shouldn’t go on an unrelated tangent, but occasionally when things are going well between yourself and the prospect, you can use that moment to incorporate humor, emotion, or hope into the conversation. This can be especially effective if you know the prospect is evaluating competitors and you want to stand out.

There are certain words that people remember more than others like “tank”, “door”, and “hand”. These words are hard to include in a natural conversation about sales, but it’s not a difficult task to include some of them in a story to stay at the forefront of your prospect’s mind.

4. Pitch the benefit, not the product.

Have you ever heard the phrase: “People don’t want to buy a quarter-inch drill, they want a quarter-inch hole?" When working with a prospect, the same logic is true. You want to focus on the benefits they’ll receive as a result of doing business with you. Remember, the prospect is not looking to buy what you sell, they’re trying to solve a problem that they have.

5. Handle objections.

If the buyer has any concerns about price or product fit, proactively address their concerns . Listen to them and validate their objections. Then, ask additional clarifying questions and respond thoughtfully.

6. Ask for the sale.

Once you're confident in the solution you're providing to the buyer and their company, it's time to ask for the sale. Make the buyer feel comfortable, but don't be afraid to communicate any urgency you might be feeling to move the deal forward .

7. Arrange next steps.

Gather the contact information for the person responsible for signing the contract and any additional paperwork. Then, set your new customer up for success with resources and information about how to implement their new solution.

It’s always a good idea to make a personal hand-off to the customer success representative who will take over their experience. That way, you know that they won’t fall through the cracks.

Assumptive Close

The assumptive close is a sales tactic used to close a deal. The salesperson assumes the prospect has already agreed to buy, so they finish the sale by using phrases that imply they’re ready to move forward. A salesperson that makes an assumptive close might say something like, 'When should we begin implementation?'

Many people consider assumptive selling to be manipulative or aggressive— and they're not totally off-base. If you're not accurate in your conviction that they'll buy, you may actually cause an on-the-fence prospect to walk away.

The key to avoiding those negative feelings is to gauge the prospect’s comfort level throughout the sales conversation. If someone isn't going to buy, the assumptive close won't get them to do a 180 — in other words, this tactic won’t suddenly work if they’re not already interested in what you’re selling.

The Sales Closing Guide

3 deal closing methods to teach yourself, assumptive selling question examples.

Making an assumptive close can be tricky. You have to word your questions just right so they don’t come across as aggressive. You also don’t want to induce unnecessary stress on your prospect.

Here are some examples of assumptive selling questions and phrases to help you uncover hidden objections.

"When should we get started on implementation?"

Like many assumptive selling questions, this one is aggressive because the prospect will not have actually committed to implementation when the ask happens.

If their mind is already made up, they may respond with a timeframe, in which case, the sale is won. However, if they're pushed too early, they may call out the assumption, which will erode the trust you’ve built up over time.

"When should I have this delivered?"

This is aggressive in the same way as above. If it’s well-timed, you’ll get confirmation of the sale. If the prospect has additional questions, though, asking them about delivery is premature and abrasive.

"Are you going with [X tier] or [Y tier]?"

This might be one of the better assumptive selling questions you can ask— it helps gauge the commitment that they will be making. In a perfect scenario, they'll close the moment you ask. If they're not ready, you still have a concrete number for your pipeline. However, at worst, the prospect may not receive the question well if they're still vetting your product or service.

"Send me [X financial information] and I'll get the paperwork ready now."

This one is probably the worst on the list. On the off chance that they are ready to buy, they may give up their information. However, if they aren't ready to make a purchasing decision at that moment, they are now put in the uncomfortable (and irritating) position of explaining to the sales rep why they don't want to hand over sensitive information.

"Whose name should I make the invoice out to?"

It might be softer than the above, but the same situation applies.

"Do you want [upgrade] with this, too?"

In this scenario, the prospect hasn't yet committed to buying at all — let alone being upgraded.

The assumptive selling technique makes you come across as pushy and self-serving, which isn't the best impression to give when kicking off a business partnership. Instead of this strategy, try these closing phrases. We promise they're more effective (and they won't make you feel like a slimeball).

Sales Transition Statements

• 'Is there any reason, if we gave you the product at this price, that you wouldn't do business with our company?'
• 'If we could find a way to deal with [objection], would you sign the contract on [set period in time]?'
• 'It seems like [product] is a good fit for [company]. What do you think?'
• 'Would you like my help?'
• 'If we throw in [freebie], would that convince you to sign the contract today?'
• 'Taking all of your requirements and desires into consideration, I think these two products would work best for you. Would you like to go with [X] or [Y]?'
• 'I'd hate to see [negative consequence] befall your company because you didn't have the right product in place. Do you want to take the crucial step to protect your organization today?'
• 'Why don't you give it/us a try?'
• 'If you sign the contract today, I can guarantee we can do [special request the buyer asked for]. How does that sound?'
• 'I know you said you need to have a solution in place by [date]. Working backward from that day and factoring in implementation and training time, it looks like we'd need to have a signed contract by [date] in order to meet that deadline. Can you commit to that signing date?'
• 'Will you commit to doing business with us today?'
• 'Ready to move forward? I can send over the contract right now.'
• 'You're interested in X and Y features, right? If we get started today, you'll be up and running by [date].'
• 'What happens next?'
• 'If we implement by X date, I estimate you can start seeing ROI by March. That means we'd need to close by X date. Is that enough time for you to make a decision?'
• 'Would this be a better fit for your team/budget next quarter? If so, I'm happy to follow up then.'
• 'I know X is a really big priority for your team next quarter. If we're able to close by X date, this solution will really be able to help you meet your goals.'

Use these non-aggressive transition questions to bring the buyer closer to the decision stage. These questions are worded to make the prospect feel comfortable transitioning to a closing conversation without eliminating the sense of urgency.

1. "Is there any reason, if we gave you the product at this price, that you wouldn't do business with our company?"

This one turns salespeople into Jedi mind trick masters. In an Inc. article , Geoffrey James pointed out that if the prospect answers "no" to this question, the rep has indirectly gotten them to agree to the contract. If the answer is "yes," however, the rep has the opportunity to address objections without bringing the deal to a halt.

2. "If we could find a way to deal with [objection], would you sign the contract on [set period in time]?"

Objections often kill deals. But in this case, handling the objection is actually a way of closing the sale. Of course, this depends on the company's ability to resolve the problem by a given date. But if a fix is possible, getting the customer to commit ahead of time is a clever way of turning a con into a pro.

3. "It seems like [product] is a good fit for [company]. What do you think?"

This question automatically makes your prospect think of all the reasons they're interested in buying. Because you end by asking for their opinion, it sounds genuine rather than self-serving. And once they say something like, "Yeah, I think it could really help us with X," you've got the perfect segue into "Great, I'll send over the proposal right now."

4. "Would you like my help?"

This is the closing line espoused by Dave Kurlan in his book Baseline Selling . It's sort of perfect: gentle and friendly without being obscure or weak. Plus, it enforces the rep's image as an advisor rather than a hard-closing salesperson.

5. "If we throw in [freebie], would that convince you to sign the contract today?"

Clearly, this closing technique isn't appropriate for every situation (it's called "selling," after all, not "giving away"). But for important or very large deals, offering an exclusive or time-sensitive add-on to sweeten the pot might be a smart move.

Price discounts could also make sense in competitive markets. However, it's up to management whether they empower reps to make discount or freebie offers on their own. Just be sure to avoid toeing the line of bribery which is illegal in most places and unethical everywhere.

6. "Taking all of your requirements and desires into consideration, I think these two products would work best for you. Would you like to go with [X] or [Y]?"

The rationale behind giving two alternatives is that the prospect will be more inclined to choose one than turn both away (a third option that's been discreetly taken off the table). The rep thus increases their chances of hearing a "yes" to something rather than a "no" to everything.

7. "I'd hate to see [negative consequence] befall your company because you didn't have the right product in place. Do you want to take the crucial step to protect your organization today?"

Fear is a powerful motivator. This closing tactic is most effective in situations where the consequences of not buying will actually harm the business, instead of simply allowing the status quo to continue. It's best to pair this line with external factors, such as new legislation or economic conditions, which prospects can't control.

8. "Why don't you give it/us a try?"

It sounds so simple, doesn't it? The disarming and unassuming quality of this question is precisely why sales expert Brian Tracy recommends it. Phrasing the decision as "giving the product a chance" instead of "making a commitment" downplays the risk and ramps up the rapport.

9. "If you sign the contract today, I can guarantee we can do [special request the buyer asked for]. How does that sound?"

Similar to the second phrase on this list, but with one important caveat. That closing question assumes that the salesperson will resolve a prospect objection before they sign the contract.

This closing technique— called a "rebound close" — promises that the rep will grant a special request after the prospect provides their John Hancock. This critical change in the closing time frame reflects the difference between a deal-killing objection (that other vendors might be able to address) and a special favor (that other vendors will likely be similarly hesitant to grant).

10. "I know you said you need to have a solution in place by [date]. Working backward from that day and factoring in implementation and training time, it looks like we'd need to have a signed contract by [date] in order to meet that deadline. Can you commit to that signing date?"

If you know the prospect has a firm deadline they need to stick to, use it to crank up the urgency. And since you're using the prospect's deadline instead of pulling one out of thin air, this type of reminder-slash-closing line actually helps the buyer instead of unduly pressuring them.

11. "Will you commit to doing business with us today?"

Ah, the old direct ask. Sometimes the simplest closing technique can be best, but other times it can come off as presumptive or pushy. A salesperson has to have a firm command of the situation and a high level of familiarity with their buyer to use this closing line successfully.

12. "Ready to move forward? I can send over the contract right now."

Everyone likes the idea of progress. If prospects associate the purchase with forward momentum, they'll be more likely to commit. This closing line also reduces the friction of buying — the contract is already ready, so all they need to do is sign.

13. "You're interested in X and Y features, right? If we get started today, you'll be up and running by [date]."

Salespeople can encourage their prospects to make a decision by reminding them the sooner they act, the sooner they'll have their new system. Mentioning specific parts of the product doesn't hurt, either — buyers will immediately start picturing how much easier their life will be with the new solution.

14. "What happens next?"

According to sales expert Mike Brooks, "Whenever your prospect begins stalling or providing any other excuse for not acting today, you simply reply with (these) three words."

It might seem crazy to put your prospect in the driver's seat like this — but something's preventing them from buying, and you need to figure it out if you want any shot of getting their business.

15. "If we implement by X date, I estimate you can start seeing ROI by March. That means we'd need to close by X date. Is that enough time for you to make a decision?"

Especially if your prospect needs to prove the value of their purchase to executives, ROI can be a great bargaining chip. If you have the ability to estimate that they'll start to see a return on investment in as little as six months, it might be enough to push them over the edge.

Just make sure you never promise ROI in a given timeframe. You want to set expectations so that they know your estimate is never a guarantee.

16. "Would this be a better fit for your team/budget next quarter? If so, I'm happy to follow up then."

You've probably been there. Your prospect really wants to push the deal through, but it's just not the right time — and it's starting to eat into your time spent on deals further along in the pipeline.

This doesn't mean you should close the book on these prospects. But it might be time to ask them honestly and kindly whether it might be better to revisit this at the beginning of their next budget cycle.

17. "I know X is a really big priority for your team next quarter. If we're able to close by X date, this solution will really be able to help you meet your goals."

When in doubt, remind them of their goals. If you're selling software that automates part of your prospect's widget manufacturing process, and you know they're approaching the holiday season — their busiest and most productive time of year — remind them that if they implement by a certain date, they'll have the help they need to close more business themselves.

Sales Closing Questions

Sales closing questions are used to seal the deal. These questions require direct answers which help sales reps better understand how a prospect is feeling about the deal. An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. What do you think?'

Below are a few examples of sales closing questions.

1. "Unless you have any more questions or concerns, I think we're ready to get started."

You're leaving the door open for them to get more information while making it clear where you stand. If you've done your job surfacing and resolving objections throughout the sales process, the buyer will answer with something like, "No, I'm good. I think we're ready, too."

2. "Let's discuss pricing."

With this statement, you transition the conversation from general, abstract topics like ROI and product features into the actual agreement. It's not a very subtle shift, but it works.

3. "Tell me what you’re thinking."

To gauge how ready your prospect is, say this. If they're looking for the metaphorical pen to sign on the dotted line, they'll usually say so. If they're still unsure, you'll hear some hemming and hawing. This gives you the chance to figure out what's holding them back without trying to close too soon.

4. "We can take as long as you'd like, but I know [you've got another meeting at X time, this call is scheduled to wrap up in Y minutes]. With that in mind, maybe we should move to the actual agreement."

While you don't want to rush your prospect too much, reminding them of the ticking clock gives you a good reason to bring up pricing. Notice this response is framed around their schedule. If they want to continue the conversation you're currently having, you can offer to arrange another meeting.

5. "When can we begin [implementation, training, etc.]?"

This question will get the prospect thinking about the end result, even if they haven't committed to purchasing. And their answer will let you know if their timeline for a new solution has changed. If the prospect is stalling, this is one way to continue moving the deal forward by getting the prospect to think ahead.

6. "If I were to send over a contract today, would you feel confident signing?"

Really listen to their answers. If they say, "Yes, but ... " you've encountered an objection, but it's one you can now question further to understand and solve for. This question might also push them to realize they don't have any further concerns and are ready to buy.

Regardless, you'll know where you stand with your prospect once they've answered this closing question.

7. "Have I done enough to earn your business today?"

It's a simple and humbling question. Your prospect will likely try to answer with a paragraph's response, but try holding them to a "yes" or a "no" first. The answer might be, "No," but it will still allow you to dig deeper to understand what objections still exist.

8. "We've been playing phone tag for a while now. Am I right in assuming this isn't a priority for your business at the moment?"

Sometimes, they're just not that into your offer, and that's alright. Know when it's time to stop reaching out , but make sure they haven't just had a lot of their plate.

If your prospect is truly not interested, this question gives them the opportunity to get out. If they've just been a little busy but do see value in your offer, this may give them the push they need to make your conversations a priority.

Seal the Deal Confidently With These Closing Phrases and Tips

Your prospects probably won’t remember exactly what you say, but they will remember how you made them feel. That’s all the reason you need to carefully choose the words and phrases you’ll use throughout the sales process — especially when you’re reaching the final conversations to seal the deal.

The best sales reps strike a delicate balance between eliminating pressure from the sale while maintaining an air of importance and urgency. The phrases and tips outlined in this post will help you find that balance without too much trial and error. For more tips on closing and negotiating deals, download the free templates below and customize them before you close your next deal.

Editor's note: This post was originally published on August 14, 2014 and has been updated for comprehensiveness.

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8 Tips for a Great Sales Pitch

Crafting a good sales pitch is not easy — but it might be one of the most important things a sales rep can do.

Tiffani Bova

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A sales pitch is no longer a “pitch” you throw at your customer like a baseball hurled at a batter. Rather, it’s a well crafted, personalized presentation.

Your buyers today are more informed than they’ve ever been. Research shows that  92% of customers  say that better access to information (such as product information or reviews) has changed their expectations of companies. Another report revealed that buyers spend  67% of their journey  online, where they can do their own research and seek advice from others. Those two findings highlight that showing up to pitch clients with information they already know shows apathy on the part of a seller. 

Discover timely insights and useful sales tips

Get the Sales in 60 Seconds newsletter for the latest and greatest sales content.

Why is the sales pitch still so important?

Just because customers are showing up more informed doesn’t mean spending time to educate the clients via the pitch and your role are no longer vital. In fact, they are essential. Your sales pitch is crucial because it’s likely to be a prospect’s first in-person interaction with your company. It’s a perfect opportunity to expand their understanding of your company beyond what they might already know. As such, your pitch is the perfect opportunity to create an in-person value exchange with the customer.

To win in this tough environment, an effective sales pitch should be a two-way street that adds value for both parties. It’s an opportunity for sellers to learn more about the customer’s pain points, requirements, and expectations. And it’s an opportunity for prospects to get the answers they couldn’t find from an online search. 

What makes a great sales pitch?

The common mistake that new sales people often make is this: Trying to prove how smart they are, or how their company is the best, and launching straight into their sales pitch without asking any questions. Cookie-cutter pitches are the death of a sales person.

“Salespeople are under the impression that pitching their product is what makes deals,”  said speaker and author Jill Konrath . “Anybody who is a victim of the pitch has their defense mechanisms up in full steam whenever they’re talking to somebody. They don’t trust them because they feel that they’re going to be pounced on.”

But a good sales pitch is more about understanding than pouncing . And it starts long before you set foot in the door. Effective sales pitches require upfront work so that you’re familiar enough with your prospect’s business that you can personalize your presentation instead of trying to stick to a canned script. 

Knowing that, here are eight tips to put you on a path toward delivering a great sales pitch.

1. Prioritize the accounts you’re pitching

First, ask yourself if you’re spending energy on the right accounts. How are you prioritizing the deals you’re chasing? A recent study shows that top-performing sales teams are  1.6x more likely to prioritize leads  based on data analysis — and half as likely to prioritize based on intuition. Where it used to be enough to pursue the deals you “had a good feeling” about, you can use real data insights to help make sure your focus is in the right place.

2. Do your research 

Unless you’re pitching a timeshare at the Fountain of Youth, your product isn’t going to sell itself. Making the perfect pitch requires you to understand your customer. If you’re not researching them prior to your first interactions, you’re severely decreasing your chances of making that deal.

78% of business buyers seek trusted advisors — not just salespeople — that add value to their business. SALESFORCE RESEARCH | STATE OF THE CONNECTED CUSTOMER

Your sales pitch should be different each time you deliver it. In other words, customize it to the company and the role you are pitching. This can’t be emphasized enough. If you come in with the story from only your angle, is it any wonder that it doesn’t resonate with your audience? 

Prior to presenting your pitch to the buyer, you should conduct thorough research on their company, their industry, and competitors. During your initial contact, be sure to ask the right questions so you can tailor your message to address that business’ specific needs and ease the deal to the next step.

Great research will keep the buyer(s) engaged. Show them that you care enough to understand their business with a lean message that highlights your product’s features that matter to them the most.

3. Account for  all  decision-makers

All the research and customer information in the world won’t help you if you aren’t in touch with the actual decision makers who can approve the purchase.

Before the actual sales pitch, ensure that you are talking to the person who not only truly understands the business, but is also a decision-maker. This is easier said than done. Oftentimes, getting access to the actual decision-maker in a deal is a primary hurdle that salespeople face. It can require building trust and a more value-based relationship over time. This point poses a growing challenge, as  research from CEB  shows that the number of people involved in B2B purchase decisions has grown from 5.4 to 6.8 in a two-year span.

4. Paint a vision of their future

Being a storyteller is a skill not often discussed on sales teams, but it can be the secret that sets a good sales pitch apart from the best sales pitch. Tell the story of where their business is now, and the vision of what could be. Inspiring change and getting them to think differently is a way to differentiate against another seller who sells products and not value.

Tell the story of where their business is now, and your vision of what could be.

To borrow advice from author and storytelling expert  Nancy Duarte , “The audience does not need to tune themselves to you — you need to tune your message to them. Skilled presenting requires you to understand their hearts and minds and create a message to resonate with what’s already there.” 

5. Share your insights

You’ve done your homework and listened to what the buyer has to say. Now share your solution to their problem. Make sure you’re adding real value at each touchpoint. Give them more than they can find on their own online or otherwise. For example, share insights from the experience you’ve seen from another customer that might help them. 

As author and venture capitalist Guy Kawasaki  said , “Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds, and actions because you provide them a vision or a way to do things better. The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.”

It’s no secret that customers respond most to products that solve a current problem. A good sales pitch will acknowledge that problem (via research) and provide a solution. Even if your company only offers one product, each pitch should speak to the unique challenges of the business you’re pitching.

Your message should be honed on a specific product feature or features that the audience will benefit from most.

6. Know how to overcome common sales objections

Be sure your pitch includes thorough research and solves a customer problem. It should also  address potential sales objections  that may come up ahead of time, if possible.

The most common sales objections fall into four buckets: budget, authority, need, and time (also known as BANT). You may not need to have a detailed response to all four, but be prepared to discuss each. The key here is to show you understand their concern, and offer possible ways to overcome those hurdles.

The most common sales objections fall into four buckets: budget, authority, need, and time (also known as BANT). You may not need to have a detailed response to all four, but be prepared to discuss each.

Does the target audience currently have a competing product that is similar? If so, highlight the features that differentiate your product. Do they not have budget this quarter? Talk about how much money your product can save them.

Over time, you’ll hone your objection response based on the feedback you receive in face-to-face sales meetings. In the meantime, leverage customer and product research and use that knowledge in handling objections.

7. Listen to understand, not just to reply

Your sales pitch’s job is to kickstart a meaningful conversation centered on how you can help solve a problem your buyer is struggling with. It can even help them uncover a problem they don’t even know they have. So, start by asking questions, and be an active listener in response. 

According to Salesforce research,  78% of salespeople  say that soft skills like listening are essential to converting prospects. If you can’t narrow down your buyer’s pain points, you won’t be able to figure out the best way to help them. Listen to how the volume, speed, and tone of people’s voices can give clues about how they’re feeling. Use “tell me about …” questions to prompt them to share their experiences.

If your pitch goes well and you have your ears open, it should feel less like a business presentation and more like a healthy conversation about their business needs.

If you’re on a script, it’s time to put it down. Don’t be overzealous or overconfident. Go into the pitch with an open mind and aim to let the buyer do most of the talking.

Keep checking in with the buyer during your pitch. Take the time to hear their views and respond with deep, thoughtful follow-up questions. This is a critical step to really understand their business needs and ultimately close the deal. If you’re responding by asking the right questions, you can adjust your sales message to one that sounds really attractive to the buyer.

If your pitch goes well and you have your ears open, it should feel less like a business presentation and more like a healthy conversation about their business needs. This kind of conversation also increases your chance of getting to the decision maker if you aren’t there already.

8. Outline options for next steps

Even though listening to your buyer is critical, don’t just pack up after your pitch and wait for the customer to define the next steps.

Every sales pitch should end with a call to action that makes sense. Even if the customer isn’t ready to complete the sale yet, be sure to keep the prospect on the journey and move forward with a follow-up meeting or a trial period.

Never wait for the customer to make the call to action. This is solely the salesperson’s responsibility, and failing to be proactive could result in the meeting or relationship ending before you have met your purpose for coming.

Bonus tip: Take time to understand the role of your buyer

Are you pitching the CMO, service VP, CIO, or the head of legal? Knowing the role of your buyer (or buyer s,  more likely) will help focus your research and shape how you personalize your pitch. Understanding common pain points of your buyer’s role is a great place to start.

For example, research shows that marketing leaders say their biggest challenge is  engaging with customers  in real time. Meanwhile, for  customer service leaders , the main challenge is keeping up with changing customer expectations. 

Don’t forget to ask for referrals

Looking for a head start on your next sales pitch? Ask current customers that you have a healthy relationship with for referrals to other potential prospects. Referrals are more likely to complete a sale than any other method, and generally a customer who is happy with your service will be happy to spread the word.

Remember that a referral without an introduction is ice cold. Be sure to ask for a quick email introduction rather than just leaving with a name and phone number.

If you’re at the point of bringing a prospective buyer into a room to hear your pitch, don’t go into the presentation underprepared. It’s no easy feat to get in front of a potential customer, so don’t waste their time and yours with a long-winded, boring sales pitch that isn’t relevant and says nothing.

Keep the pitch on-message, keep it clear, and you’ll keep your buyer’s attention. Review it repeatedly until it’s as concise as possible without losing the intent. Remove unnecessary buzzwords, like “synergy” and “best practice”. You won’t need these if you know your customer’s needs.

Now you’re ready. Be confident because you’ve put real thought and effort into your sales pitch. You know your product, you know your buyer, you’re ready to listen, you’re solving a real problem, and you’re ready for any objection. What’s not to like?

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Tiffani is the Global Customer Growth and Innovation Evangelist at Salesforce. Over the past two decades, she has led large revenue-producing divisions at businesses ranging from start-ups to the Fortune 500. She spent ten years at Gartner, the world’s leading IT research and advisory firm as a distinguished analyst and research fellow. In her first book, Growth IQ, she outlines the 10 paths to growth that every company needs to understand in order to grow with confidence.

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7 Best Sales Closing Techniques for Small Businesses and Mistakes to Avoid

January 12, 2023

18 min read

When it comes to the sales process, undoubtedly, the most important part is mastering an array of closing techniques. Even if you have a group of highly qualified prospects who have already entered into a nurturing sequence, you need to know how to close a sale and take it over the finish line. Without a closed deal, all of your time and effort will have been for nothing.

Despite implementing modern sales closing techniques, approximately 30% of salespeople note that closing deals are increasingly harder compared to 2-3 years ago. This is where our sales advising  can provide value to help you increase your sales techniques.

What Are Sales Closing Techniques?

Sales closing techniques are tactics used to close a deal. First, you’ll need to convince your lead that they should sign up for your service or purchase a product. These closing techniques are helpful when you’re transitioning from your pitch — or the time you talk to prospects about the benefits of your product and how it can benefit your lead — to when they agree on a sale. Although it sounds simple, it’s not as easy as it sounds. 28% of sales reps note that closing a deal is the hardest part of the sales process.

Most Powerful Sales Closing Techniques

There is more than one approach to closing a deal, and not all sales reps will gravitate toward the same techniques. Below we have described some of the most effective methods of closing sales that will help you become more productive .

1. The Now or Never Close

This sales closing technique is also referred to as the urgency close. It occurs when the salesperson places a bit of pressure on the prospect and forces them to make a decision. This is particularly effective when combined with an enticing discount or a freebie included as a limited-time offer.

The now or never close technique is beneficial when you have a prospect on the fence about whether or not to purchase your product. Instilling a sense of urgency and fear helps your prospect feel as though they are missing out on a special, fleeting offer.

2. The Summary Close

Another way to close a sale is the summary close. This technique presents a closing argument after thoroughly going through the facts or addressing the prospect’s concerns. This closing statement doesn’t need to include new information, but it is a way to highlight the pros of going with your business and guiding the individual toward a logical solution. You help your prospect consider your offer by painting a clear picture for them.

This is an ideal tactic when you have already discussed and evaluated your offerings with them over an extended period. It can switch the conversation from a discussion to the time to make a decision.

3. The Question Close

As the name suggests, sales managers and other sales reps might use the question closing technique to help provide solutions for the prospect while simultaneously revealing any objections the prospect might have. It can be helpful to use in the qualifying process and helps to close sales.

When talking to a sales prospect holding cards close to their vest, is an ideal sales closing technique. First, it helps to draw out information from them, allowing you to address their concerns or challenges facing their business. You can even use a question to pitch the close to unveiling any hesitations the prospect has.

4. The Assumptive Close

Let’s say you are a sales rep pitching to a prospective customer. If you get through your pitch and sense that you have checked all the boxes for which the prospect is looking, this is referred to as the assumptive close.

You consider the deal as good as done as you can tell the prospect is interested in everything you’re saying. This technique is beneficial as it gently guides the prospect to move forward but it doesn’t give them time to come up with additional concerns or reasons why they shouldn’t be moving forward with your company. You can use language such as “Does next Monday work to start the onboarding process?”

5. The Take Away Close

Here’s another sales closing technique to consider that plays into the psychology of your prospect. The takeaway close consists of going over specific features of your offer and suggesting that the prospect forgo some of the elements to save money (or time). Laying everything out on the table and then taking some things back will play a mind game with your prospect. This strategy shows that humans hate to lose something whether or not they already own it. Taking something away from your customers can entice them to move forward with the sale. They are afraid to lose anything on their wish list.

6. The Soft Close

Another popular sales closing technique is referred to as the soft close. This occurs when the salesperson asks for the sale without being overly pushy. The rapport is maintained so that your potential customer doesn’t feel as if they are being backed into the corner and has no choice but to purchase your product or service.

This is more of a consultative approach to sales that help your potential customer feel as though you’re partnering with them to find success. This is much more appealing to them than feeling like the conversation is purely transactional.

7. The Ownership Close

The ownership close is similar to situations such as car salesmen making a pitch and talking to you as if you already own the vehicle. For example, they could ask questions such as if your garage needs upgrading, how often you plan to take the car on a road trip, etc. In this sales process, the seller instills the idea that the buyer already owns the product and can picture it being used in various ways.

By painting the picture of how your prospect’s life will change for the better, you can seal the deal by sprinkling in facts and key metrics that are impossible to overlook. Bridging this mental gap makes it easier to close the deal.

How to Close a Sale: Tips for Small Business Sales Reps

1. Nurture Your Leads

Let’s say someone shows up at your doorstep and tries to sell you a product or service. No greeting, no preamble, simply a sales pitch. If you’re like most people, chances are high that you’d be annoyed and turned off by this approach.

This logic carries over into sales closing techniques. Rather than jumping directly into a pitch during the sales outreach process, interact with your customer to initiate a friendly conversation. This will help reveal their goals and struggles. Building this relationship is referred to as lead nurturing.

2. Prepare for Objections

Objections are common during the sales process. The most talented salespeople aren’t only equipped to handle one objection, but they feel comfortable having a back-and-forth conversation with the prospect to help them overcome additional objections. In fact, on average, you can expect to handle approximately 2.5 objections (average) per prospect which comes with a 40% closing rate. If you’re unable to handle these objections, the closing rate drops to 17%.

Taking this concept one step further, those unable to handle objections could lose a significant amount of time and money on behalf of their business. On the other end of the spectrum, those sales reps who can handle objections can increase profits and gain back the time they invested when they close a sale.

3. Learn How to End a Sales Call

How you end a sales call has more impact than you think. Chances are high that you won’t close a deal during a call; rather, you’ll have better chances of doing so through an in-person meeting or video call. Despite the medium you’re communicating, ensure that all of your interactions end with some sort of close action that you want your prospect to take or agree to.

Examples include:

• Coordinating a project demo
• Booking an additional call to answer questions
• Confirming an in-person meeting

Regardless of the objective, make sure you think about how you leave each interaction.

4. Follow Up After Sales Call

Even if a lead seems interested in moving forward with your company, know that they likely won’t continue to reach out to you to move the process along. The best sales managers teach their teams that they are always the responsible party for moving the sales process forward, and the next step is on them. Therefore, every time a step is completed, you should have the next move planned out.

The next steps could be something such as establishing a well-defined sales strategy or something that is context-specific. Always try to schedule something with your lead while you have their attention.

5. Sale Is Not the Final Destination. Next Steps to Do

As we mentioned above, there’s always an additional step to take! As soon as you’ve closed the sale and you’ve celebrated, you’ll want to have some follow-up steps.

• Head to your sales software to log the deal. This helps to keep your team looped in on your success and keeps your sales pipeline updated.
• Introduce the new customer to your team, such as your customer success team, to assist with onboarding. This helps to ensure a smooth transition.
• Follow up with the customer after a few days to help build trust and establish customer loyalty.

5 Sales Closing Mistakes to Avoid

Not Creating a Sense of Urgency

If there is no sense of urgency during your sales pitch, what will entice your lead to become a customer? When there isn’t a sense of urgency, your prospect will continue to shop around with other businesses until they find one that can capitalize. You can consider putting together a “special offer” for your prospects to make them feel a bit of pressure to make a decision. Even slightly tweaking your language or sales approach can help speed up the process and increase the chance of your prospect becoming a customer.

Closing Only Once

Another incredibly common sales closing mistake is only closing one time. If you only give your customers one chance to purchase something, they may not take it. Maybe they are not ready to move forward with their decision or they are right on the edge of saying yes to your offer. However, if you continue to provide them with additional opportunities to agree to their purchase, they will likely consider doing so each time. Therefore, never give up after only one try. Even though they said no once, it doesn’t mean it will continue to stay that way.

Closing Too Quickly

If you close a sale too fast or don’t give your customer the chance to speak their mind, it could seem you are rushing them into the process. While it’s always better to close deals as quickly as possible, you want to be sure that they have the opportunity to ask questions and understand the product or service that you’re offering. Therefore, you must balance keeping the sales process moving and giving your prospect the time they need to decide on their own. The last thing you want is to rush the process and miss out on potential expansions in the future.

Closing Too Late

For salespeople who lack closing skills, closing too late is common. Unfortunately, many salespeople wait until their customers have already explored multiple options before they finally circle back and decide that your company isn’t right for them. For example, let’s say you’re a sales associate in a retail shop shoe department. If your customer mentions that they’ve already visited two stores before stopping at yours, it’s ideal to close the deal as quickly as possible. If not, you risk the prospect visiting another store after yours where they may ultimately make their purchase.

Closing Too Early

On the opposite end of the spectrum, if you are inexperienced in sales and try to close too early, it could make you think that you got the sale. In reality, the customer decided to purchase before you had the opportunity to present your product or service. For example, if you are selling an item online and you’ve sent an email with the necessary information for your prospect to make a purchase, and they respond with “yes, I will buy this,” it is considered closing too early. It’s bad to assume that the customer is so interested in your product or service that they’re willing to buy it on the spot.

Boost Your Sales with Cultivate Advisors

Increasing sales is an art that takes practice and persistence, but once you master it, it can help grow your company beyond your expectations. If you’re interested in learning more about how to increase your sales with the help of our team Cultivate Advisors , we’d love to hear from you! Please schedule an initial call with our team to get started.

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How to Close a Sales Pitch: 5 Tips for Success

This article is an excerpt from the Shortform book guide to "The Psychology Of Selling" by Brian Tracy. Shortform has the world's best summaries and analyses of books you should be reading.

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What’s the best way to close a sales pitch? How can a strong closing help you increase your chances of clinching the deal?

When crafting their pitch, beginner salespeople often make the mistake of neglecting the close. But a brilliant sales pitch is worth nothing if it is not followed by a strong closing.

Here are some tips on how to close a sales pitch effectively.

Tip 1: Watch for the Readiness

By the time you arrive at the close of your pitch, you should have prepared your prospect to be receptive to your request for the sale by setting up her expectations with a strong opening and by increasing her desire with a focus on the benefits of whatever you are selling.

It’s important to close as soon as your prospect is ready. Watch for this readiness as you go through your pitch. Often, a salesperson will actually delay—and sometimes lose—a sale because she doesn’t ask for it soon enough based on her customer’s cues. 

Tip 2: Close With a Hot-Button Issue

Now that you’ve had an open conversation, you should have identified the hot-button issue : the issue that your customer cares about over every other issue. If your previous questions haven’t revealed the hot-button issue by this point, you can very often discover it by asking a hypothetical question along the lines of, “If you were going to buy this product now or at any time in the future, what would cause you to do so?” Making it hypothetical often inspires the customer to reveal what would convince her to move forward with the sale.

Once you know her hot-button issue, continue to press it, over and over. Make the entire decision revolve around that issue. 

Tip 3: Assume the Sale

As soon as you’ve identified your prospect’s hot-button issue and gotten her to agree that your product addresses it, assume she agrees to the sale and act accordingly. In other words, force your customer to stop the sale from going through rather than wait for her to ask for the sale to happen. For example, after she agrees that your product can help her double her sales, take out an order sheet and start filling it out. Often, a prospect will not stop you: They agree with your assessment and just need a little push to keep the momentum going. 

Tip 4: Use a Trial Close

With the trial close method, check in with your prospect at several points in your presentation to make sure you are on the right track and to test for your prospect’s readiness to close. For example, you might ask, “Does this make sense so far?” or “Would this improve your current system?” You can refer to a specific benefit to make it even stronger: “This copy machine will make 140 copies a minute. Would this be important to you?”

The benefit of the trial close is that it allows you to adjust your presentation in real time if your prospect indicates she isn’t connecting to the particular feature you’re discussing. For example, if you ask, “Would producing 140 copies a minute be important to you?” and she tells you that it wouldn’t because her department never makes that many copies at a time, then you can pivot to highlight a different feature with a different benefit. 

Tip 5: Differentiate Between Tangible and Intangible Sales

You will need different closing methods depending on the type of product or service you’re selling. In general, tangible products require different closes than intangible products, and each type of product works on a different closing schedule. Here are some guidelines on how to close a sales pitch for tangible vs intangible products:

Tangible products , like clothing or furniture, are faster sales, and you can expect in many cases to close a sale after your first meeting. At the end of a meeting about a tangible product, you are well within your rights to (politely) point out to your prospect that by now she knows everything there is to know about the product and there’s no reason to delay making a decision. This works in your favor because when a customer asks for more time to “think it over,” she typically forgets about the sale fairly quickly, loses her desire to make the purchase, and you’ve generally lost the opportunity. 

Intangible products , like investment opportunities, often involve more of a long-term commitment from the prospect and may require several meetings—the first to establish a relationship and gather information as to what your prospect needs, and the next to come back with additional information and even a specific proposal.

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Like what you just read read the rest of the world's best book summary and analysis of brian tracy's "the psychology of selling" at shortform ..

Here's what you'll find in our full The Psychology Of Selling summary :

• How to dramatically increase your sales
• How to know what your customers are thinking
• Brian Tracy's 10 guidelines for success
• ← Management Succession: Avoiding a Leadership Gap
• How to Develop Good Habits Using Willpower →

Darya Sinusoid

Darya’s love for reading started with fantasy novels (The LOTR trilogy is still her all-time-favorite). Growing up, however, she found herself transitioning to non-fiction, psychological, and self-help books. She has a degree in Psychology and a deep passion for the subject. She likes reading research-informed books that distill the workings of the human brain/mind/consciousness and thinking of ways to apply the insights to her own life. Some of her favorites include Thinking, Fast and Slow, How We Decide, and The Wisdom of the Enneagram.

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The Best Closing Sales Techniques

Try These Techniques and Nail More Sales Pitches

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Starting in 2002, Thomas Phelps was on frontlines for sales. Since then, he's been a manager, coach, and consultant and writes about sales careers.

No matter how hard you work and how well you design solutions  for customers, if you are weak in closing sales, you will suffer in your career. While closing sales comes naturally to some, others will benefit from learning how to effectively use proven closing techniques.

This list represents the techniques that have proven to be effective over ​time. Just like learning the features and benefits of your product or service took time and patience, learning these closing techniques will take time, patience, and then a whole lot of practice.

The Columbo Close

Not only was the TV character Columbo a fantastic police detective, but he was also an exemplary sales ​coach. While few think of Columbo as a sales professional, his famous one-liner has led to more sales than almost any other line in sales history.

The classic Columbo close was the line he often used after the suspects thought Columbo was done speaking to them. He would turn and start to walk away, and just when the suspect began to breathe a sigh of relief, Columbo would turn and say, "Just one more thing." 

After you've wrapped up your sales pitch and you know the customer is about to walk away, use the Columbo line to hit the customer with the most enticing part of your pitch . It works whether you're selling automobiles or timeshares.

The Assumptive Close

The assumptive close helps put sales professionals in a better state of mind because they assume that the customer is going to make a purchase. As long as the sales pro makes sure that each step of the sales process is covered, assuming a sale will close is a powerful and highly effective closing technique. If you learn only one close, this is the one to learn.

The key thing about the assumptive close is that you need to take frequent "temperature checks" of your customer to make sure that she is following along with your assumption-of-sale. There's nothing to specifically say to enact this technique except to be as uber confident as possible in your product and yourself.

The Puppy Dog Close

Few can resist the cuteness of a puppy. Take a dog lover into a puppy store and he'll go gaga. Offer to let the dog lover take a puppy home to "try it out" and nine out of 10 times the customer will buy the puppy. For sales professionals who have the option of allowing their prospects to "test drive" or "try" their product, the puppy dog close has a very high closure rate.

If you've ever purchased a car, the sales professional most likely employed the puppy dog close on you. Using a puppy dog close is a low-pressure and highly effective method to get a customer to sign on the bottom line. Once you're aware of the technique, you'll see your sales numbers steadily improve.

The Backwards Close

Most sales professionals were taught that sales cycles followed a predetermined number of steps, with step one being the "prospecting and qualifying" step. But what if you started with the final step, asking for referrals?

What most backward closing technique users experience is that they feel that the customer is immediately put at ease when they realize that you are not trying to sell them something. After that, it's smooth sailing to explain the product and its benefits and value — and then ink the deal.

The Hard Close

Hard ​closing demands a lot of courage and confidence and should only be used when you have nothing to lose. While people generally love to buy things, most hate being sold to. When it comes to the hard close, customers are well aware that you are selling them something.

This is face-to-face, show no fear, get-the-deal-signed type of selling. Despite its negative reputation, sometimes the hard close is the best ​closing technique to use. The one caveat is that you should never use it too early in the sales cycle. 

The Take Away Close

Let's face it: we hate when things are taken away from us. Whether it is something we own or something that we want to own.

Did you know that taking things away from your prospects can actually be used as a closing technique? The take away close entails reviewing certain features or benefits a customer wants and then suggesting that they forgo some of these features — perhaps to offer cost savings. This results in a psychological impact on customers not wanting to lose anything on their wish list and moving forward purchase the product. 

The Now or Never Close

If you want to push a customer to make a purchase right away, try offering them some kind of special benefit. You might try saying something like:

• “We only have one item left at this price, and it'll be going up next week." 
• "If you sign up by the end of the day today, I can give you 15 percent off.”

Most of the time, this approach will work because people are often afraid to commit — even if they want the product. This way, you cut through the inertia. Of course, you need to let the prospect know that the product has value — you're not offering them money because the product is defective or being phased out.

The Summary Close

When you summarize the benefits and value of the product your offering, it's easier for a prospect to sign on the dotted line. That's because it can be difficult for some people to differentiate between two or three different products.  

For example, “So, we have the Compact Pixie Deluxe espresso machine that takes up very little counter space. It comes with a built-in frother, and it has a 2-year warranty. We also offer free delivery.”

If you help the prospect visualize what they're purchasing — and sum it up in a concise way — it's easy for them to understand they're actually getting what they want.

• Assuming the Sale
• How to Master the Stages of the Sales Cycle
• What Does It Mean to Close a Sale?
• How to Use Soft Sales Techniques in a Job Interview
• Successful Sales Tips for Small Business Owners
• Types of Sales Pitches and Presentations
• What are "Outsourced Services" Sales Jobs?
• How to Train Salespeople
• How to Answer the "Sell Me This Pen" Job Interview Question
• The 3 Basic Strategies of Closing a Sale
• How to Close a Sales Presentation
• Active Listening Helps Drive Sales
• Learn About Classic Sales Techniques
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10 Sales Closing Techniques to Help You Win More Business

“Always be closing.”

If you’re in sales (and even if you’re not), you’ve surely heard this mantra a hundred times before. The reality is, if you want to be a sales superstar, you’ve gotta be a closer. But some folks in sales are uncomfortable with the term 'closer,' as they feel it carries a negative connotation. Thankfully, the cliche of the callous, cutthroat closer is long gone. However, if you want to succeed, you need to learn how to close the right way.

9 min. read

In theory, closing a sale is actually pretty simple: show up prepared, nail your pitch, address your prospect’s concerns, ask for the sale, and follow up until you have a definitive answer. But in practice, it’s a bit more complicated. While a refined sales process can increase your odds of sealing the deal, closing remains as much an art as it is a science.

Given the amount of work leading up to the close, sales reps are eager to get buyers across the finish line, sometimes turning to high-pressure sales tactics that are more than likely to give the buyer cold feet.

While pressure can be effective, it’s important to know how and when to use it—or you risk losing the deal.

But in order to set yourself apart from your competition, you’ll need to think outside the box . There are a number of approaches you can take, but some fit certain situations better than others. Here are 10 sales closing techniques that will help you close more deals and win more business.

1. The Columbo Close: “Just one more thing”

Remember the old TV detective, Columbo?

Neither do we.

Apparently, he had a famous one liner, "Just one more thing..." It was used after suspects thought he was done interrogating them, just as they began to breathe a sigh of relief. He’d then hit them with a carefully crafted question or statement, making them reconsider their previous interaction.

This approach has become somewhat of a Hail Mary in sales. After giving your pitch, listing all of the benefits, and demonstrating the value of your offering, your prospect still might head for the door. This sales closing technique is an opportunity to point out "one last thing" about your product or service, in hopes of swaying your prospect’s mind. The “thing” you choose is up to you, but you’ll want to use a fact, statistic, question, or statement powerful enough to turn the deal around.

2. The Puppy Dog Close: “Try it out”

People who walk into pet stores and hold puppies are far more likely to buy them, especially if they take them home. The same logic applies to sales. You can improve your chance of closing by letting your prospect try your product out . As soon as they start using it, the benefits you have been trying to sell become real. After a few days into their free trial, they realize they can no longer live without it.

This sales closing technique is an effective approach that leverages your prospect’s love of the product to finalize the deal. It’s a low pressure tactic that relies on having a valuable product and a prospect that is able (and willing) to see the value it provides.

3. The Assumptive / Option Close: “The deal’s already closed”

Rather than asking for a prospect’s business directly, assume that they're interested and suggest a date to get started or give them two dates to choose from. If your prospect has checked most of the boxes, and you firmly believe that you're going to make the sale, a bit of extra confidence can help you bring it home. By using language that suggests that the deal's already done, your prospect will be more likely to join you on board rather than taking time to think up issues and objections that could derail your deal .

4. The Urgency Close: “Now or never”

If you’ve ever been to a store, you’ve surely come across the words “limited-time offer” or “sale ends soon.” This sales closing technique has been around for decades, and for good reason; it works. People are more likely to purchase a product or service because they don't want to “miss out.”

By creating a sense of urgency while pitching your prospect, you might be able to inspire a purchase right there and then. And there are many ways you can go about it. You could...

Imply that the product or service is the last one available at that price

Offer to discount the deal for customers who sign up before a certain date

Put them to the “front of the list” for delivery

Grant them a complementary service or add-on as a ‘one-off’

The bottom line is that there are many ways you can leverage urgency to help close more deals. However, the appeals to urgency need to be genuine. If you’re not able to follow through, you risk coming off as pushy and can potentially blow up the deal. It’s also important to know where the deal stands—how invested your prospect is in your pitch—or you risk losing them.

5. The Sharp Angle Close: “If I—Will You?”

Questions are a normal part of any sales pitch. Whether your prospect wants to know how you’d address a specific challenge or if there are ways you can deliver additional value, your answers could make or break the deal. Next time you’re prompted with that “one last objection,” answer their question with a question: “If I can give you (insert concession here), will you sign today?”

Provided that you actually get approval to give them what you’re offering, of course.

This sales closing technique puts them in a position where they have to make a deal if the requirement is met. You’ll be giving them something you were already willing to, in exchange for something you want—the sale. Your prospect will come out feeling like they’ve won, and you’ll have another closed deal in your rearview.

6. The Artisan Close: “Respect the process”

As a sales rep, you know what goes on behind the scenes of the product you're selling. You've seen what goes into it; the hundreds of hours of research, the number of people involved, and the expertise that was needed to bring it to life. But your prospect hasn’t.

To them, it’s just another sales pitch for a product that might be useful for them. But by highlighting the investment that went into developing your offering, you can give them a new appreciation for your brand. This is especially useful with prospects who appreciate the process, not just the product.

7. The Objection Close: “Is there any reason not to?”

If you're confident that your prospect understands everything about your offering but they're still not ready to give you the signature, they might just need a little nudge. Maybe they have concerns that they're not bringing up, they're shopping around for other options, or they're just not sure if your product is a good fit. In any case, this is your time to be proactive.

By asking them if there is any reason why you shouldn’t proceed, you can find out why they're hesitating and bring any reservations out into the open. And once everything is on the table, you can address their concerns and overcome their objections to get the deal across the finish line.

8. The Ben Franklin Close: “Pros and cons”

This classic sales closing technique was named after the founding father and his affinity for using pros and cons lists to persuade others. It works exactly as you think it would. During your sales pitch , simply list out the pros (benefits) and cons (drawbacks) of your offering, and encourage them to make a decision based on the stronger list. Of course, the pros of your solution generally outweigh the cons, but feel free to emphasize the benefits and show how they can solve your prospect’s problems.

9. The Value Wedge Close: “Stand out”

According to a study done by Tim Riesterer of Corporate Visions and B2B DecisionLabs, many B2B salespeople admit that there’s up to 70% overlap between their solution and their competitors’. In competitive industries like SaaS , it is inevitable that there will be similarities, so instead of pretending that they don’t exist, acknowledge them and focus on the 30% that makes your product stand out.

Start your pitch as you usually would, providing an overview of your solution and how it can help your prospect. But instead of talking about the generic benefits (which your competitors are already doing), focus on the aspects of your offering that set you apart from the rest. If others are reciting the same generic benefits for relatively similar solutions and you’re able to offer a unique value proposition, you’ll have a much better chance of closing.

10. The Takeaway Close: “The deal is off”

People want what they can’t have. By taking features (or even the entire deal) off the table, you can compromise with serious prospects, reignite dying deals, or weed out prospects who aren’t serious. There are two ways this sales closing technique can work:

Prospect doesn’t like the price. If your prospect is clearly interested in your product, but doesn’t have the budget to meet your asking price, you can remove features or functions to reduce the price in an effort to find a middle ground. This technique is especially effective if your product has multiple tiers or pricing plans . Best case scenario, your prospect gets FOMO, ends up wanting the features even more, and finds a way to make the original price work.

Prospect isn’t committed. Prospects who play hard to get can be a huge waste of time. If they constantly shift their demands in an attempt to get a better price, additional features, or other incentives, don’t hesitate to call the deal off. Doing so demonstrates that you value your time, and shows them that you’re confident that your product will sell, even if they don’t buy it. This will either scare them into taking the deal seriously, or push them away altogether, which will allow you to focus on more serious prospects.

Final thoughts

There’s no denying that closing is hard. Competitors are more abundant and better prepared than ever, and prospects are tired of hearing the same pitches over and over. In order to set yourself apart, you’ll need to find your competitive advantage. For some reps, that advantage is sales tech like proposal templates , while others rely on the gift of the gab. No matter how you choose to stand out, free proposal software can streamline your sales process to help you close more deals.

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• 1 Short on time? Jump around to any section
• 2 1. The Assumptive Close
• 3 2. The Summary Close
• 4 3. The Take Away Close
• 5 4. The Objection Close
• 6 5. The Now or Never Close
• 7 6. The Need Close
• 8 7. The Scale Close
• 9 8. The Something For Nothing Close
• 10 9. The Empathy Close
• 11 10. The Artisan Close
• 12 11. The Ben Franklin Close
• 13 12. The Sharp Angle Close
• 14 13. The Visual Close
• 15 14. The Alternative Close
• 16 15. The Calculator Close
• 17 16. The Opportunity Cost Close
• 18 17. The Ownership Close
• 19 18. The Puppy Dog Close
• 20 19. The Quality Close
• 21 20. The Repetition Close
• 22 Wrap up!

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20 Best Sales Closing Techniques of all time

Every salesperson dreams about the closing part of a sale. It’s at that time that their product gets sold, hopefully. It’s their time to shine or fail, depending on how well they do their job. The benefits of a great selling closing technique are that it gives the prospect that last nudge, working on their minds to make them close the deal with you.

Sales closing techniques have a lot of core value, like overtime experience, personal inquiries, and so on, which makes them powerful and lasting over years and years. If you’re struggling to find just the right sales closing technique for you,  here are our top 20 best selling closing techniques of all time.

Short on time? Jump around to any section

• The Assumptive Close
• The Summary Close
• The Take Away Close
• The Objection Close
• The Now or Never Close
• The Need Close
• The Scale Close
• The Something For Nothing Close
• The Empathy Close
• The Artisan Close
• The Ben Franklin Close
• The Sharp Angle Close
• The Visual Close
• The Alternative Close
• The Calculator Close
• The Opportunity Cost Close
• The Ownership Close
• The Puppy Dog Close
• The Quality Close
• The Repetition Close

1. The Assumptive Close

This technique starts way before the closing part because you’re beginning your selling cycle simply assuming the person in front of you will buy your service or product. All you do is deliver a successful sales pitch and let your client realize you are assuming he or she will close the deal in the end, subtly making remarks in this direction.

2. The Summary Close

With this technique, all you do is summarise the benefits the person will receive after they buy your service. You have to be specific and tell them what their money is buying them. It has to sound impressive and attractive.

3. The Take Away Close

Tell someone not to buy something and guess what? That’s precisely what they do. This is how this technique works. If you’re getting nowhere with a prospect, start packing up your products. The interest will then peak and, 3 seconds later, the client is yours.

4. The Objection Close

Once the client has agreed to buy your product, ask if he has any queries, questions, or doubts regarding the same. This gives them a chance to ask their final query and communicate their objections if any.

5. The Now or Never Close

With this one, all you do is create a spontaneous offer that lasts for a few minutes and asks for a quick response. If they don’t want it, double the price for tomorrow’s offer, as the product stays the same.

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6. The Need Close

If you have a procrastinating client, tell them delaying this deal will come with no advantages for them, even maybe deliver some unwanted disadvantages. Tell them what they’ll miss if they’re not closing the deal.

7. The Scale Close

Use this technique to show the client how you’re reducing the overall cost of a service to how much it costs per day or per week. This will make more sense financially for your client.

8. The Something For Nothing Close

When the client almost reaches for the closing, offer them an extra that will delight them. Be careful as some people will want more and more, so use this only with reliable and clear-minded clients.

9. The Empathy Close

Empathize with your prospect. Let them know you feel them. Understand where they’re coming from. Then, decide as they would do. You can even use “I” instead of using “you” when talking to them. Show how your product brings value to a good customer that they are.

10. The Artisan Close

With this technique, the salesperson talks about the skills, the art, the abilities needed for their product to have come into existence. There is a thin line with this method so make sure you’re using it wisely and with the right people.

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11. The Ben Franklin Close

Start by listing the pros and cons of the product, as in, the benefits and the costs. Surely, you have to show why the pros, or the reasons to buy, are better than the cons.

12. The Sharp Angle Close

Ask a counter question to your client’s question which will put him in a state where he has to make a deal if his requirement is fulfilled.

13. The Visual Close

Talk about a visual interpretation of them in a story. Similar problems, concerns, simply make them visualize themselves in the story. Make them see how you’ve solved that person’s problem with your product.

14. The Alternative Close

This close works by you offering one extra, or even more extra closing alternative to your client. If the options are too many, the prospect will face the problem of dealing with all of them and choosing the right one might take too much time.

15. The Calculator Close

Don’t just quote your price, but get a calculator out of your bag and start typing on its keys for a few moments. Say things like “this could be discounted” or “yes, I can take 4% off here, but just this time”. Show the final price on the calculator.

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16. The Opportunity Cost Close

With this one, you can highlight the cost of your client not buying the product you’re presenting to them while showing them the actual cost is not that high as it might seem.

17. The Ownership Close

Owning the product, that’s how they should feel with this one. Act as if they are already the owners of the service. Say “your” product does this and that. Make them feel like they have it already, and it feels so great.

18. The Puppy Dog Close

Although it’s a huge commitment to buy a puppy, if you break the acquisition down into smaller components, you can make your prospect sign an initial commitment, which is a great start. Tell your customers to give your product a try and without their knowledge, the sale has already taken place.

19. The Quality Close

Talk about quality above anything else, mainly price. You can say their clients will be astonished by the quality of the product. Quality lasts, wears harder and needs no maintenance. Sell quality, not the low price.

20. The Repetition Close

Get the deal closed by repeating the closing a few times. Show off your product, compare it to other products, talk about the benefits, then come back and do it again for 2 or 3 times. Do this as many time as needed.

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These techniques are not just black and white that one will work and another would not. There are no set rules related to the sales closing techniques. But you can mix and match all these techniques and find out the best combo that works for you. Implementing it will help you reach till the end of your  sales cycle  and make a successful sale.  The best selling close for you might not work for your colleague, so make sure you sort out, through trial and error, the best ones that work for you and get you a new deal every time.

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How to Close a Sales Pitch: Powerful Deal Closing Techniques and Tips

One of the biggest questions that most salespeople ask and are constantly looking out to solve is “How do I close sales? and what can I do to close more sales?

As a result of their tight schedules and targets, sales reps have to constantly be on their toes to get clients and close their sales deals. Hence they have to consistently develop strategies, techniques, and tips that can help them improve their sales process and seal their sales deals.

Customers’ demands and needs are constantly changing, and as a sales rep, you must always stay ahead of these demands making sure that you have what it takes to convince the prospect and close the deals.

In this article, we have identified some powerful deal closing techniques, tips, and questions to ask your prospect to seal the deal.

Table of Contents

What is a sales pitch, what is sales closing, why are sales pitches still so important, 9 critical keys to close sales.

• 8 Best Negotiation Techniques to Successfully Close a Deal?

20 Modern Sales Closing Techniques to Win More Deals

15 sales closing questions that can help you close more sales, what to do after closing a sale.

A sales pitch is a short, optimized, and well-crafted sales presentation that is developed by sales reps to share the business offerings with the prospects and encourage them to take the sales conversation to the next step.

Although the general idea of most sales pitches by most people is the “very official business presentation setting where a salesperson is presenting the business proposal to a group of professional clients.” Interestingly, most sales pitches are versatile, they don’t have to be presented only during physical business meetings. You can have your sales pitch over the phone while talking to your prospect.

The ultimate goal of every sales pitch is to craft a compelling product or service narrative for your prospect – getting them to buy your product or service. Beyond the mode of presentation, a sales pitch must creatively present the product features and benefits in a way that the prospect can’t ignore – and in most cases pushes them to make sales.

A good sales pitch shouldn’t start with the product and its features, instead, the focus should be on highlighting the prospect’s pain points that the product can solve. A sales pitch moves the sales process a bit further to closing the sale. Check out the guide about sales prospecting .

Sales closing is a sales term that refers to the process of making a sale. In simple terms, it is the moment when a prospect or customer decides to make a purchase.

After a series of activities, steps, and tactics used in the sales process to nurture the prospect, sales closing is that point in the sales funnel where the sales reps successfully get the prospect to agree to a deal and sign a contract.

Sales closing is the critical point that brings together all your time and efforts to make a strong case for why your business solutions and offerings can solve the prospect’s pain points. After many, no’s from your prospect, the closing of the sale is when you finally get a yes and successfully convert the prospect to a paying customer.

Under normal circumstances, sales closing should not be stressful or make you feel nervous considering all the work that has been put into the process from the start. Sadly, some of the closings of the sale don’t always turn out well, majorly from the prospect’s end.

Even when you feel so convinced that the prospect is going to make a payment, the prospect can decide to choose your competitor over you, make demands that you can’t deliver, postpone their decision till the next quarter or just make any action that can abruptly stop sales. This explains why you need to put some sales strategies in place backed with effective tips and sales closing questions to seal the deal.

Below are some of the reasons why sales pitches are still very important for sales closing.

1. It makes a good impression on the prospect

In most cases, your sales pitch will be the first official interaction a prospect has with your business and your presentation of your business offerings can leave a lasting impression on your prospect.

The sales pitch is your perfect opportunity to showcase your products or service and expand your prospect’s knowledge of your company and how your products can help them solve their business problems. To leave a positive, lasting impression on your prospect and help you close the sale, make your sales pitch as detailed and compelling as possible.

2. It can help build a connection

When you present your sales pitch in the best way, it can help you build a strong business connection with your prospect. Since your prospect needs to trust you and your business to make sales successful.

Your sales pitch can help your prospect build trust in you, your product, and your business and gain their loyalty to help you close the sales deal.

3. It can help you stand out from the competition

It is not new that the competition in the business environment is very fierce with many similar businesses offering the same products or services. One good way to stand out from the competition is by pitching a perfect sales presentation .

Since your sales pitch can leave a positive, long-lasting impression on the prospects and investors, it can also help you grab their attention so much that respective of what they see from your competitors, you will still be evergreen to them.

4. It can help you boost sales

The ultimate goal of a sales pitch is to help increase sales in your business. When a prospect or an investor listens to your sales pitch, it should be able to convince them to purchase your products or invest in your business.

A killer sales pitch can help you win your prospects over, and gain new customers that will help you increase your sales.

5. It can help you get valuable feedback from your prospects

Presenting your sales pitch can help you build interactions with your prospect and from these interactions, you can get feedback on what they think about your product or service, more insights into their pain points, and how you can improve your products.

When you implement all this feedback to your product, it can help you increase sales and profit, necessary to help you grow your business.

Here are some of the nine (9) critical steps that you have to take when it comes to closing a sale.

1. Don’t focus too much on the close

So many salespeople stress over the close stage – constantly stressing over the sales tactic to use, what questions to ask, or how best to pitch the product or service to convince them to make a purchase. However, instead of focusing too much on the close, so much work should have gone into the activities that lead to the close.

Following the mantra “Start Strong, Finish Strong”, put more effort into the nurturing process, if you start the sales interaction strong and successfully present the product features and benefits, it increases your chances of successfully closing sales.

2. Give your prospects space

There’s always pressure on salespeople to close deals and turn in the required sales target. Sales desperation is a wrong approach to sales, for many salespeople make this visible to the prospects that they need to close the sale by constantly calling the prospects and staying on their neck.

Showing desperation is toxic for sales, to increase your chance of closing more sales, present yourself as confident, financially independent, and not desperate during all conversations with your customer/prospect.

3. Consider disqualification

There are different sides to achieving sales success. Sometimes it depends on the prospect, other times the sales rep has the ultimate power to make it happen not forgetting other external factors that are beyond the sales rep and prospect’s power. Whichever it is, you must not overlook the power of disqualification.

Disqualification enables you as the sales rep to look into your prospect and determine if they are a good fit for sales (check if they are qualified to make sales). While you put in the effort to convince your prospect, also ask your prospects important questions that can help you gauge their capability and qualification as your customer.

4. Encourage successful interaction

As a sales rep, you must understand that your responsibility to your customers or prospect goes beyond just developing your sales pitch and presenting it to them, you must also devote your time to having successful interactions with your prospects, getting them comfortable enough to open up to you about important factors that can get in the way of the sales.

The truth about sales is that your prospect in most cases already has all the important information about your product and business, so when you talk with them, make it count by getting to know more about their goals, pain points, and interests that your product can solve.

5. Answer questions with questions

It is not new that during the sales process, sales reps will deal with a lot of questions from their prospect. The majority of the time during meetings, you will often find prospects that are interested in your product bombarding you with questions that consider important to them.

A good way to go around this is to answer your prospect’s questions with questions on why such things are important to them. Instead of trying to find answers to their questions, try to understand why they are asking those questions and their importance to the sales success.

When you understand this, you can understand how best to answer them in a way that can help you close sales.

6. Only sell to your ideal prospects or customers

Let’s face it, as a sales rep, you most likely have a large list of prospects that you have to work with and follow up with to meet your sales quota. To shorten your sales cycle, define your ideal customer or prospect profile and only sell to this set of people. These individuals must have the budget, money, the need, challenge, and authority needed to achieve sales. Check out the detailed guide to building your ideal customer profile .

7. Be obsessed with the next step

It would be counterproductive to go on with your sales without talking to your prospects about the next steps. To ensure you are on the same page with your prospect with regards to sales, you need to be very clear and comfortable with establishing next steps conversations with your prospect.

If you want to be closing deals, you must always schedule your next step with your prospect while you are still talking to them or in front of them. Don’t delay the next steps till later.

8. Show your prospect you can solve their problems

Sales managers must train their sales reps to always show the prospect how they can solve their business pain points rather than just promoting the product features and benefits. As a sales rep looking to increase your sales success , show your prospect how you can help them solve your business problems or pain points.

9. Learn to let go

The majority of salespeople go through so much getting prospects and converting them to customers. Sometimes this negative result can have a significant impact on their mental health and leaves them with emotional baggage they take on to subsequent sales conversations.

Although understandably, salespeople go through this considering all the time, effort, and resources they have put into the sales effort, sales reps must learn to let go of all disappointment and look out for better opportunities.

8 Best Negotiation Techniques to Successfully Close a Deal

Although it is almost impossible to control the behaviors of others or their opinions about certain things, some of this can still be influenced during the sales conversation. By taking the right steps and closing technique you can close sales that seem impossible to win.

To get the best results from your sales effort, here are some sales closing techniques that can help you close sales in any situation.

1. Be impassive

The worst thing you can do for your sales is to let your prospect catch on to your feeling of nervousness or impatience from you. This can make you feel unprofessional and look untrustworthy which can affect your decision to make a purchase.

To deal with this, focus your attention on mastering your sales pitch and presenting this in the best way possible with confidence. Ignore any pressure on things in a hurry as this can affect how you propose your business offerings to them.

2. Don’t get upset

An actionable sales advice that can help you as a sales rep is to avoid getting too emotional or showing your frustrations or unhappiness with your prospects even in situations where they do things that frustrate you.

Lending credence to the popular mantra in the business world is “Customers are king”. So irrespective of what your customer does, keep your emotion within you and try not to take things too personally. Keeping your professional outlook always can help you successfully close the deal.

3. Always accept your prospect’s opinion

One of the most effective closing sales techniques to get along with your prospects is your approach and attitude to your prospects. Your voice is a powerful tool for persuading and convincing your audience to make a purchase. Modulate your tone, adjust your speech rate and modify its power to gain the respect of your customers.

4. Focus your speech on your prospect

The most significant part of your sales process is your pitch or product presentation to your prospect/ potential customer . For this reason, you must ensure that your sales conversation is directed at your client – make them the center of your sales speech.

When talking about your product benefits, highlight how the product can benefit them or help them solve their needs. This way they become sold on your product and consider it a credible solution to their problem.

5. Take ownership of your prospect’s problems

Before closing a sale, it is important that you understand how much the business solution means to your prospects – understand how much they want to resolve the problem that makes them uncomfortable.

It is not enough to just present your product as the ultimate solution to their problems, you must also show your concern in helping them solve their specific business pain points.

Remember that with this technique, your focus should not be on whether your potential customer is ready to buy your product but more on their readiness and willingness to solve the problem. If they are not ready to solve the pain point, it shows that it is not very important for their business.

6. Take charge of the process

The majority of the time when trying to close a deal with your prospects so much can happen during the sales conversation or pitching process – you can get distracted by the prospects and bring up other topics that are outside of your sales conversation, interrupt you, or make you talk about yourself.

Take initiative and politely take charge of your conversation by asking them if it’s okay to talk about it very quickly to move on with the sales pitch. Doing this can help you subtly call their attention to the conversation and steer the pitch in the direction you have planned out for it.

7. Don’t Feel Superior

During your sales conversation, it is understandable that you try to show your authority when talking with your prospect to show them that you are professional. However, make sure that you avoid using words like “You are wrong” or “Let me tell you the truth” when trying to prove a point.

When stating a fact, ensure that you do this from a personal stance rather than just restating the fact as reported. For example, instead of saying things like “Did you know that sales experts predict that sales CRM can triple sales revenue within the first six months of use” use words like “The use of sales CRM can triple sales revenue within the first six months of use, would you like to leverage this for your business?

8. Maintain a pleasant and respectful atmosphere during presentations

Avoid making bad gestures when making your sales presentations, if your prospects showcase bad behavior or act unpleasantly, don’t take this personally, learn how to manage your prospects effectively without letting it affect the sales.

Sales closing techniques are full-proof ways to help you close your sales deals successfully without stress. Here are the top 20 modern sales closing techniques that can you use to close sales faster and more efficiently.

1. The Assumptive Close

Assumptive close is one of the most popular closing techniques that a salesperson uses by assuming that the deal has been closed. Sales reps use this technique when the prospect has fulfilled almost all the requirements needed in every stage of the sales process but is yet to confirm the deal.

The assumptive close works because it offers a proactive approach to closing the sales. Instead of waiting for the prospect to decide when to make payment, the salesperson pops the sales question as soon as all requirements have been fulfilled.

2. The Takeaway Close

This closing technique works by withdrawing the whole deal from the prospect to push them to accept the offer. This is best suited for situations where you are on the verge of closing the deal but the prospect is reluctant to make that happen. They either come up with complaints or make certain requests that will lengthen the sales cycle.

To close the sales deal, a professional sales rep uses the takeaway close to show the prospect that they can let go of the deal to move on with other clients.

3. The Now or Never Close

This closing technique otherwise known as the urgency close is where the salesperson places pressure on the prospect to make a sales decision. This technique works best when combined with a special discount or a freebie valid for a limited period. The now or never close technique is best used when the prospect appears to be indecisive about making a purchase.

Like the takeaway close, it uses fear of missing out on a discount or offer to compel the prospect to get your product.

4. The Summary Close

This closing technique as the name implies is when the sales rep selectively summarizes the highlights of the product features and benefits and moves the sales conversation towards a conclusion by connecting the dotted line that can naturally move the prospect to make a purchase decision faster.

The Summary close is best suited for situations where you have done extensive research and discussion about the product with the prospect and need to just switch things up for a change.

5. Something for Nothing Close

The Something for Nothing closing technique works around giving your prospect a free add-on or an extra feature in goodness with the hope of getting something in return from the prospect – which in this case is buying your product. With the belief that people like free things, a salesperson with the approval of the sales manager offers the prospect a freebie or extra feature that is valuable to them and would not be a great loss to you.

6. The Objection Close

As the name implies, the objection closing technique allows the prospect to raise any final objections or doubts that they may need to clear or solve to move the deal forward. Once you are sure that your prospect has understood everything you have pitched about your product and how it can benefit them, try closing the deal by asking them if they have any objections or concerns they may have about the product.

7. The Ben Franklin Close

Owing to the proposition of Benjamin Franklin , who was not only a great inventor, and politician but also a successful businessman. His business tactic of listing the pros and cons of every business decision has found its way into contemporary sales closing tactics. This closing technique works by listing the pros and cons of your product to help you visualize how valuable your product is to them.

This technique is best suited when the prospect hesitates to make a payment, you can list all the pros and cons of your product and share this with them to increase your sales success.

8. The Sharp Angle Close

The Sharp Angle Technique is best used when the prospect looks like they will buy your product but have one nagging objection that is stopping them from making payment. With the understanding that some prospects can be very demanding of add-ons, discounts, or other incentives, the sharp angle close works to fulfill these demands but at a price. Your sales pitch addresses their desires but gives them a condition to close the deal.

For example, if the prospect is asking for a discount, you can get approval and give them a discount that has a timeframe e.g You get a 15% discount for your first six months if you make payment within 24 hours.

9. The Needs Close

The needs technique works by satisfying a prospect’s needs to get them to buy your product and is best suited for situations where the prospect is not sure of how the product will benefit them. It works by listing the things the prospect needs from your product, then reviewing them and starting ticking them off the list one after the other. Doing this shows your prospect how your product can help them.

10. The Scale Close

This technique rates the prospect on a scale of 1-10 to determine how interested they are in your product. Based on the score, you can either decide to solve their concerns if they score too low or just proceed to close the deal if they score a high score. The scale close helps you analyze the prospect’s interest and gives you an insight into concerns they might have regarding your product.

11. The Visual Close

Following reports that the human brain processes an image 60, 000 faster than content, the visual close technique uses visual aids such as charts, videos, and even tables to visualize the pros and cons allowing you to close deals more attractively. This technique is popular among many salespeople because it appeals to the prospect’s visual appeal and makes it easy for them to read and understand the concepts.

12. The Empathy Close

The Empathy Close Technique uses emotion to understand the situation your prospect is on. When the prospect stalls the sales close because they feel they are not ready to make a decision, try not to act too rashly but instead give them more time to think rather than push for a close. Empathizing with your prospect can help you build a good relationship which can help you in the long run.

13. The Artisian Close

The Artisan close technique allows you to highlight the amount of work, skill, and time that is being invested in the product. This technique works best when the prospect is someone appreciative of the hard work and effort, the sales rep deviates from the usual sales technique by showing the prospect more content behind-the-scenes of your product than the benefits of your prospect.

14. The Alternative Close

The Alternative Close, which is a variant of assumption close assumes that the prospect is interested in your product and offers them two choices that will help you move the deal forward. The idea with this is that irrespective of the choice that the prospect chooses, it will still be towards closing a sale. This technique works best when the prospect doesn’t have any queries or objections on the product, price, or features.

15. The Opportunity Cost Close

In simple business terms, opportunity cost is the cost of forgoing something important. This technique uses the “Fear of Missing Out” principle by stressing that the prospect will miss out on something if they don’t implement your solution or product. The sales rep when using a technique emphasizes the fact their purchase decision is not an expenditure but rather an investment by highlighting the expected ROI or results they will gain from using your product.

16. The Ownership Close

This technique paints a picture of how the product will help the prospect’s business grow. It works best when backed with facts and statistics that can show how the prospect’s key metrics will improve when they start using the product. Do this by sharing compelling stories of goals achieved and success stories that can help them make decisions faster.

17. The “Best Time to” Close

This close technique is used when you notice that there is a trigger event related to the prospect where you use the event to persuade the prospect on why that time is the best time to invest in your product.

18. The Calendar Close

This technique works when the prospect is sitting on the fence when it’s time to sign the deal, so in this case, you suggest a date in the nearest future to finalize the deal. Doing this can help you eliminate the hassles of going back and forth and help you identify the level of your prospect’s commitment to signing the deal.

19. The Testimonial Close

The testimonial close as the name implies helps you build trust and credibility with your prospects by sharing your existing client’s testimonials and experiences with your product with them to influence the prospect to close the deal.

20. The Thermometer Close

The Thermometre close gives the prospects a scale of 1 -10 and asks them to give a score on how likely they are to purchase the product. This technique can help you identify and overcome your prospect’s objections and gauge how close they are to making a purchase.

The last important part of closing a sale is how you as for sales from your prospects. Sales experts recommend starting with B2B sales questions to better qualify the lead earlier in the sales process. If you feel you are close to closing the deal, consider using the following sales closing phrases to lead your prospects to the line of thought that gets them to say yes.

• “Is there any reason you wouldn’t do business with our company if we gave you the product at this price?”
• “If we could find a way to deal with {objection}, would you sign the contract on {set period in time}?”
• “Would you like my help?”
• “Based on what we’ve discussed, do you think our solution is a good fit for your needs? Why?”
• “If we throw in {freebie}, would that convince you to sign the contract today?”
• “I’d hate to see {negative consequence} befall your company because you didn’t have the right product in place. Do you want to take the crucial step to protect your organization today?”
• “When do you want to make a decision and begin implementing a solution?”
• “When is the best date and time to schedule our next meeting?”
• “Is there any reason that you wouldn’t do business with us at this point?”
• “Why don’t you give it/us a try?”
• “What happens next?”
• “Considering everything, I think one of these two plans would work best for you. Would you like to go with {X} or {Y}?”
• “Do you feel ready to move forward? I can send over the contract right now.”
• “On a scale of 1-10, how confident are you that our product will meet your needs?”
• “I know X is a really big priority for your team next quarter. If we’re able to close by X date, this solution will be able to help you meet your goals.”

After you close the sale, there’s the urge to celebrate the win and that’s alright. But don’t forget to complete some of your after-sales tasks before jubilating. Here are some tips for what to do after closing a sale.

• Register the deal in your sales software: Remember to log in the deal in your sales software to help keep your team up for forecasting and keep your sales pipeline up to date.
• Provide an introduction to the next team: The deal closing is just one step in the sales process, closing the deal is likely only a beginning step in your customer’s journey with your business. After closing the deal, they might need to speak with customer service or support to get accustomed to the system and consider setting up an introduction with the next team.
• Follow up with the customer after a few days: Ensure that you check up on the customer after some days to see how they are doing with the new product. This can help you build trust and loyalty. In any case, if they are experiencing issues with the product, you can quickly step in and help them find a solution to the problem for future sales opportunities.

The ultimate goal of every sales effort is to close a sale and increase the company’s revenue. The best way to help you close more deals is by putting the aforementioned sales closing techniques into practice by trying them out. Also, find the guide about gross revenue .

Choose your mode and style of interaction carefully and always consider the individual qualities of your prospect when trying to close the sale.

Don’t forget that you are dealing with real humans who might likely have other brands also selling to them. Be patient with them, focus more on your product value than the benefits, and try not to take things too emotionally when dealing with them.

Copyright © 2023 | Sloovi. Sloovi offers a suite of powerful and flexible SaaS applications that allows you to solve tricky problems and scale your business to the next level.

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Closing Sales Over the Phone: Top Tips, Strategies, and Techniques for Bottom-Line Growth

• May 30, 2023

Between “Spam Likely” labels and changing consumer preferences, many teams may be struggling just to get more customers on the phone these days. Once they do, making the right moves to close a sale might feel like walking a tightrope. One wrong move and…there goes a costly lead.

It doesn’t have to be this way, though. With the right strategies for closing sales over the phone, sales teams and lead generators can bolster their bottom lines. Explore our guide below and find:

• Tips for closing more sales over the phone
• 3 effective sales closing techniques
• The tools you need for even more effective phone sales

Tips for Closing More Sales Over the Phone

Phone sales are never as simple as a question and an answer. To improve your output, it needs to be seen for what it is: a complete process. Use these tips to improve that process from end to end. 

Respond quickly

Closing more phone sales and qualifying more leads starts well before your conversations with prospects do. To boost your sales and lead gen performance, you first need the right outbound calling strategy to make contact with more leads.

Perhaps the most critical part of any outreach strategy is speed to lead. If you’re not able to respond quickly enough—while your products or services are still top-of-mind and prospects are ready to move forward—then you’re going to struggle to drive more conversions.

Related Content

Learn more about the importance of speed to lead for your sales success.

Fine-tune your pitch

Once you have a prospect on the phone, you have a small window of opportunity. You need an opening pitch that makes the most of it.

When it comes to effective sales pitches though, you get out of them what you put in. That is, hooks and pitches should reflect thorough research and a complete understanding of your prospects’ motivations, needs, and challenges. 

Your pitch needs to be concise, too, of course. But in some ways, the pitch is really all about anticipation. Because, according to sales consultant Jason Cutter , customer objections (and rejections, for that matter) are mostly driven by fear—fear of change, of the unknown. 

You’ll have easy sales, sure: customers that don’t need much help getting to the finish line. But what your tougher potential customers need is your help overcoming fear.

So, take that perspective to heart and fine-tune your phone sales pitch to be more effective. Dig into what your customers want, but be sure to consider what fears might stand in the way of getting it.

Hear more from expert Jason Cutter on how to build and improve your sales process.

Personalize the experience

While an analysis of a more general target audience will help you tailor your pitch, individual customers crave personalization once you get them on the phone. A whopping 76% of consumers are more likely to purchase from brands that offer personalized experiences.

Don’t lose out on these sales by using a cookie-cutter approach. 

Ultimately, it shouldn’t be hard to personalize your approach and convert more leads over the phone. In our digital world, virtually every touchpoint generates data. All this information can help you form a sharper image of who each customer is. Make sure that your sales scripts incorporate as many of these bits of data as possible, or at least make them readily accessible to sales reps. Because everything from lead source to location to demographic info can help you better connect with customers as individuals—and that means more sales. 

Listen actively

You can develop extensive call scripts that consider virtually every possible scenario an agent might face over the phone. But none of that is a substitute for one of the most important soft skills in sales : active listening.

The concept of active listening is simple enough: it’s just the conscious effort to focus on and understand what someone else is saying. Executing it, however, is another story. And that’s why it’s a genuine skill—one that requires development.

Incorporate active listening practice into your call center’s sales training . During role-playing exercises, encourage agents to interrogate what’s behind a customer’s response. By engaging with their counterpart empathetically, agents will be able to respond more effectively and keep more conversations on the path to a sale—not just with better rebuttals but with more incisive questions.

See the 5 keys to handling sales objections over the phone—and find effective rebuttals to the most common ones.

Assume you’ve already closed

During your outbound calls, you should practice active listening. But agents also need to go into calls with the right mindset. Confidence is crucial. And there may be no better way to approach a call with confidence than by assuming that you have already closed with a customer. In this light, a typical sales call with a lead who has opted in to be contacted is closer to being a formality. That is, you’re just following up, covering off on any final concerns, and closing the deal. 

What does this actually look like in practice? More on that below.

The Ultimate Guide

Top 16 kpis for a successful call center, how to close on the phone: phone sales closing techniques.

The tips above will help you craft an effective overall strategy that closes more sales. Now it’s time to look closer at some pieces of practical phone sales know-how. Try out these effective closing techniques to convert more customers over the phone:

• The “Now or Never” Close : Include time-sensitive trigger words like “last chance,” “ending soon,” or “don’t delay” to inject urgency into a conversation. Oftentimes, this technique goes hand-in-hand with the reality of the short sales period—or an industry-specific window, like Medicare’s open enrollment .
• The Assumptive Close: This is how you translate that “I’ve already closed” mindset into action. An assumptive close keeps the sales agent on the front foot by assuming that they’ve presented the right info required to close a policy. Lead prospects closer to the final dotted line with a question like “Should we start filling out the application?” or “Do you think Option A or Option B is sounding best for you? Whichever you choose, I can get the paperwork ready right now.”
• The Soft Close: In some situations, a lead may not be ready to fully commit. That’s okay though; hopefully, you’ve already moved them further down the funnel, and that’s its own kind of success. Nevertheless, a technique like the soft close can help you judge just how much further they’ve moved, ascertain whether they’re open to learning more, and determine next steps. Try asking a question that might help them express an openness to a purchase, such as, “If I could reduce your monthly bill by [X amount] while still offering you the same coverage, would you be interested in learning more?”

The Ultimate Script

Template for cold calling in a call center, tools for even more effective selling over the phone.

In this guide to sales call closing techniques, we’ve covered tips and techniques to make your outbound calls more effective. But there’s one more key ingredient missing to drive more of those wonderful “one-call” closes: the right technology.

Make sure that your outbound dialing software fully integrates with your sales tech stack, and offers these crucial tools that will help you close more sales over the phone.

Make it easier to get agents up-and-running and easier to stay on message with real-time scripting software that automatically pops personalized sales scripts and responds based on customer and agent responses.

Automated QA Software

Supplement your scripting with the robust post-call analytics offered by automation-powered sales QA software . Enlist the help of AI to identify patterns that are leading to more sales, as well as locate opportunities for improvement to streamline your coaching and feedback.

Call Whisper

Though the tools above can help reps adopt the best approach, sometimes more experienced colleagues and managers can improve results by playing a more direct role. Call Whisper capabilities enable real-time, one-on-one coaching with the click of a button. Use it to teach an agent how to close a sale on the phone while they’re on the phone —it’s a sales lesson that they won’t soon forget!

More calls and more contacts mean more opportunities for sales. No outbound lead generation or sales team’s technology arsenal is complete without a predictive dialer that can power more efficient calling to maximize talk time and minimize lead time.

Learn more about how the Convoso dialer’s DX5 engine powers unmatched speed to lead—and see for yourself how switching to Convoso can push your contact rates and conversions to new heights. Sign up for a free demo today.

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Related Post

Call Center Phone Sales Training: Tips, Techniques, Exercises to Close More Sales

Text Messaging for Sales: How to Text Leads and Grow in 2023 [with Examples]

How to Handle Angry Customers in the Call Center: 10 Ways to Deal with Irate Prospects and Win Over Difficult Customers

Call Center Incentive Ideas: How to Build an Incentive Program that Powers Performance

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How to Improve Your Sales Process and Convert More Leads into Sales

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