The best and the most important instruction that a sales rep can ever get is ‘Close the deal.’ Spending hours prospecting a client, studying and discussing your products and services a hundred times in front of the same client, or working hard day in and out in displaying the USP of your products. Everything is useless if you do not know how to close a sale.
However, if you are well familiar with the best sales closing techniques, you can master the sales domain. Whether you are an aggressive sales rep, a hard worker, or a relationship nurturer, sales techniques can help you close the sale easily.
In this article, we have selected the best sales closing techniques that are definitely going to help you out. We will mention around 40 sales closing techniques to help you in closing the sales. If you implement them in your sales methods, your numbers will definitely grow. Additionally, you are going to get a lot of chances for that feeling of accomplishment when you finally shake your hands with your clients.
Read ahead to know the 40 best Sales Closing Techniques.
Table of Contents
- What are Sales Closing Techniques?
- Why are Sales Closing Techniques Important?
- What are the Steps to Close a Sale?
- What is the Most Important Part of Closing a Sale?
- How to Close a Sale: 41 Best Sales Closing Techniques
- 1. The 70/30 Rule Close
- 2. The Needs Close
- 3. The Puppy Dog Close
- 4. The Scarcity Close
- 5. The Opportunity Cost Close
- 6. Visualization Close
- 7. The SARB Close
- 8. The Hard Close
- 9. The Value Wedge Close
- 10. The Next Steps Close
- 11. The Verbal and Non-verbal Cues
- 12. The Personality Cues
- 13. The 1-2-3 Close
- 14. The Columbo Close
- 15. The Assumptive Close
- 16. The Backwards Close
- 17. The Take Away Close
- 18. The Now or Never Close
- 19. The Question Close
- 20. The Urgency Close
- 21. The Empathy Close
- 22. The Something for Nothing Close
- 23. The Summary Close
- 24. The Impending Event
- 25. The Scale Close
- 26. The Ben Franklin Close
- 27. The Objection Solicitation Close
- 28. The Probe for Opinion Close
- 29. The Alternative Choice Close
- 30. The Apology Close
- 31. The Calendar Close
- 32. The Cradle to Grave Close
- 33. The Direct Close
- 34. The Artisan Close
- 35. The Minor Point Close
- 36. The Negative Assumption Close
- 37. The No-Hassle Close
- 38. The Sales Contest Close
- 39. The Sharp Angle Close
- 40. The Ownership Close
- How to End a Sales Call?
- What are Sales Closing Questions?
- Things to Avoid While Closing a Sales Call
- 5 Sales Closing Best Practices
- How to Improve at Sales Closing?
- Bottom Line
Every salesperson is always confused about closing as many sales deals as possible and at the best promising price. However, this is not always possible, and it is this risk that makes closing a sales deal all the more intriguing. This excitement eventually drives the salespeople to strive through the journey and to draft out the best sales closing techniques.
Sales is an art, but there is a principal formula behind processing a sale. The techniques explained here are going to assist you in handling this domain as a scientific process as well as performing it as an art form.
This is a quick overview of what sales closing techniques are. Read the next section to understand the importance of sales closing techniques.
Every organization has several departments that function together for the success of the company. These are – production, operations, logistics, sales, marketing, finance, and HR. Even if all the departments function at their best, without the efforts of the sales department, a company cannot produce revenue.
Therefore, the sales department is the most important part and aspect of any organization. Additionally, using the right sales closing techniques to acquire a customer is even more crucial. This is because customers ultimately will drive the motivation of any sales rep and hence any business. All departments in a company are reliable to each other. The functioning of all departments depends on each other.
Continue reading the next section to know the steps to close a sale.
As per research on the sales strategies of different companies, it has been found that more than 50% of good and successful sales teams had a view of their sales plans for the next one year. 10% of those teams had a road map for the next three years.
This clearly states that sales are not a job of a single day or a single month. It is a 7 step process from lead generation to getting repeat business.
- Prospecting: The first and foremost step is to evaluate the customers’ needs and budgets.
- Preparation: The next step is to perform detailed research about them to find the maximum amount of useful information about them. This will help in making the presentation more personalized.
- Approach: The third step of a sales closing process is approaching the client. You need to approach the client. You can do that through a phone call or a face-to-face meeting.
- Presentation: The next step is to demonstrate your products or services to the customers.
- Handling Objections: Of course, customers will raise many objections regarding your products or services. Here your main goal should be to handle those objections effectively.
- Closing: The second-last step of a sales process is closing the deal.
- Follow-up: The last step is to do a follow-up with the customers and solve their doubts if they have any.
These are the steps to close a sale. Continue reading the next section to learn about the most important part of closing a sale.
Among several steps from prospecting a customer to getting a repeat customer, the most important step in a sales process is to finally close a deal. Even if you put 100% of your efforts but are not able to close a deal, your time and efforts are nothing but a waste.
All the hard work of building and nurturing relationships with potential customers goes in vain if there are no end results associated with it. The process of sales does take a lot of time; in some industries, even a year or two; but ultimately, the consequence of getting the deal and generating the revenue out of it is the only thing that matters.
So, the most integral part of closing a sale is finally getting a deal. A sales process can’t be completed without this part. Read the next section to learn about this sales closing technique in detail.
Using different sales closing techniques can easily help you close the sale. There are plenty of sales closing techniques out there. Here are the best Sales Closing Techniques.
This rule states that a salesperson should listen 70% of the time and should speak only 30% of the time. This means a salesperson should allow the prospect to speak 70% of the time.
This helps you to understand the pain points of your prospects that they expect you to address. Your prospects feel understood, and the quality of communication improves a lot. As a result, your relationship with the prospect gets better, and thus they are bound to come to you whenever they need any product that you might have.
Many times, your prospect isn’t sure if your product is the one he really needs to solve his problems. This is when this sales closing technique comes to your rescue. Make a list of the solutions that your prospect expected out of your product. Then review this list against your product and see how many of these you are able to meet.
The more ticks, the better your chances of closing the deal. You can show your prospect how valuable the product is for them, which can then induce them to buy it.
It has basically emerged out of a pet store sales method, wherein if you walk into a pet store and hold a puppy in your hand for a few minutes, you end up buying it. The irresistible cuteness of the puppy drives your buying decision.
Similarly, a free trial will lure your customers to the features of your product/service and make it difficult for them to leave it once the free trial is over. This is analogous to how LinkedIn provides a free trial of its premium membership for one month.
This sales technique is usually used during online purchases. You like a product, and it suddenly starts selling out fast. Within no time, you can see that there are only 1 or 2 pieces left.
This way, you create a sense of urgency and FOMO (fear of missing out) in the mind of the buyer, and he tends to decide faster. For example: “We are running out of stocks.”
While implementing this technique, you explain to your prospect how your product is not an expenditure but an investment. You show them some facts and figures and relate your product with the efficiency of their business. Associate your product to their ROI in relation to saving money, effort, and time.
Use phrases like – “If you use our CRM feature, you will soon realize how easy it becomes to manage your sales funnel and thus increase your revenue in no time. The mass emailing feature is going to save a lot of your time which will lead to efficiency. You will see the results in not more than a month.”
If you are an experienced salesperson, use this technique and tap the power of visualization. Help your prospect imagine that he is already using the product. If it is a physical product, take it in front of your prospective customer. If it is software or an application, give a live demo.
This will help them visualize themselves using the product, and it will be hard for them to say a “no.” They will see how the product will be solving their problems and hence your chances of winning the deal improve to a great extent.
Rather than being a technique, it is a process in itself. SARB stands for Summarize, Ask, Recommend, and Book.
- Summarize: Tell about the product, its features, benefits, and how it solves the pain points of your prospect.
- Ask: Ask about the feedback they have for you or your product
- Recommend: Jump to the next step to closing the deal. Who all needs to be involved, and how you can proceed.
- Book: Book a future meeting to take the deal to the next level.
This is one of the best sales techniques when you have a deadline approaching. This could be an account closing or a target deadline. This is best used when you feel you should better spend your time on something else or some other customers rather than making efforts here.
You can frame your words this way – “I assure you, this is the best deal that anyone can offer you. You’ll have to make a decision now as we are going to close our accounts for this quarter by this Friday.”
While using this sales closing technique, you actually sell the USP of your product to your prospect rather than the generalized solutions. By this, your prospect is most likely to ignore the price against this value and would eventually end up buying your product.
For example: “Apart from helping you in bulk messaging, email marketing, lead generation, managing your sales pipeline and funnel, etc. The analytics feature of this CRM helps you analyze your prospects as well as the performance of your salespeople. Hence, this also comes in handy as an HR tool.”
This technique mainly works if you feel confident enough for the prospect to convert. If you are sure you have smartly handled all the sales objections, but there is still a trigger that needs to be pulled from the prospect’s end, you can use this one.
Leave an open end and ask them how you can proceed. Put the onus of taking the process ahead on your customer and give them the authority to make the decision.
Being a sales personnel, you need to study both the verbal as well as the non-verbal cues of your prospect. Learn to read between the lines and understand the interest of your prospect in your pitch through his body language.
If your potential buyer is least interested in the demo of your product, it is futile to waste your time over there.
Salespeople ought to be relationship builders. Further, to build relationships, you need to understand that there are people with different types of personalities.
A certain kind of selling technique might work well with a client but might not even click with the other one. Sales reps need to learn different kinds of personalities and how they can gel up with people of different nature.
This is a three-step method that asks salespeople to identify three problems of their prospects. List out how your product can address these issues. Then, share it with three of your top customers. Basically, three is the perfect number when you pitch anything to anyone. So, this short and sweet sales pitch sometimes works wonders.
Columbo, a TV character and a brilliant police detective, was indeed a good salesperson as well. In this technique, salespeople are required to use the famous one-liner of Columbo – “Just one more thing….”
When you are done presenting your product and your pitch, and the buyer is finally about to leave, you just say this line and present to them the most alluring part of the deal. This may be a huge discount or the most valuable feature for your customer.
Your prospect is going to take away this part of your pitch in his mind, and it is likely to outweigh all the other objections in your prospect’s decision-making.
For using this technique, you need to be confident in your product/service and assertive without being aggressive. When you have successfully converted a lot of similar leads, and you are assertive that your product brings your customer an unmatched value, you can apply assumptive close sales closing technique.
Using terms like “This feature will address your sales navigation issues and thus should be valuable to your company” will bring you confidence and authority. Your positivity will be contagious and will motivate your customer to buy your product.
This is an exceptionally good psychological trick that you play with your customer. When you gauge disinterest from your prospect or an objection that he is not talking about, you begin your conversation for referrals.
A referral is something that you ask only when you have closed a deal. However, if you begin talking about it during your sales process, you project your product’s features into your prospect’s mind without interacting with him directly.
For example: “Can you think of someone who might gain some value from our product? I would like to discuss its features and the impact that this product can bring to the efficiency of any business.”
When you take away a toy from your kid, he/she will want it more than ever. Similarly, you gave your prospect a good product with wonderful features, but he is still not making the final buying decision. You then replace your wonderful product with an average one or propose a discount on the price of the original product after removing certain wonderful features.
Your prospect is then more likely to be unhappy over the missed features rather than the discounted price, and this would be the right time to probe him into making the final decision.
This is one of the best sales closing techniques that work wonders when your customer is scared to pull off his buying trigger. Propose your customer an enticing offer like –
“Buy today and get 25% off”
“This is a limited period offer”
“Buy now and get an additional 6 months warranty”
This technique plays with your prospects’ psychology and they tend to forget their objections or try to justify each one of those themselves thanks to the short decision-making time.
This is one of the unique sales closing techniques wherein you ask your prospects several questions at different stages of the sales process. When you are done demonstrating your product to your client, you can ask, “Do you find my product helpful enough to address your pain points?”
When you are following up with your prospects for closing the sale but do not get reverted, you can probe them by saying, “Is there any objection that you are facing in making up your mind to buy my product?”
Such questions will surely help you eliminate your sales objections and take you closer to cracking your deal.
This is quite similar to the Scarcity Close and the Now-or-Never Close. However, the urgency associated with this technique is a little less as compared to these previously discussed ones.
You try to persuade your prospect politely so that he opens up about his objections or at least moves ahead into the buying process. An example of using this technique would be – “You can take your time but do remember that this is our best product, and we generally run out of this one quite soon.”
Sometimes, dealing with your prospects with emotions is the best you can do. Just put yourselves in your prospect’s shoes and try to feel like them. Leave the logic behind and try to build a bond with your potential customers. This is going to help a lot in the longer run.
If your prospect is not yet ready to take a call, empathize with them and build a relationship that can bring business in the future.
Who doesn’t like a freebie? This technique works around the concept that you offer a freebie to your customer, something that is of less value to you while more to your customer.
When you do so, your goodwill gesture will provoke your customer to close the deal with you. Hence, you offer them something for nothing but actually oblige them into buying your product and end up creating a relationship for a long time.
While using this sales technique, sales reps reiterate the features and value points that their product is going to bring to the customer. Some sales reps also use this technique to distinguish between two or more options that they have discussed with their prospect.
For example: “So we have the LinkedIn Premium membership for you. You will be getting X number of InMails and Sales Navigator applications for your company which will help you generate leads and send free messages to them. So, how and when would you like to make the payment?”
While summarizing, you help your prospect visualize themselves using the product and the value it is going to add to their business or life.
While applying this method in your sales, you associate an impending event with their buying decision to create a sense of hurry in your prospect’s mind. You show them that if they don’t close the deal early, they will lose out on the deal, or it may jeopardize the whole deal.
- “We are soon launching a new version of this product, and that is going to change your favorite feature in this product.”
- “The installation of this machine is free only if you buy this product within two days. Post that. It will be chargeable.”
Once you have given your presentation about the product, one way to read your customer’s mind is to use the scale close method. Simply ask them, “Can you please rate your interest in buying our product on a scale of 1 to 10”.
This helps you in two ways. Firstly, you get feedback on the effectiveness of your communication with them. Secondly, if your customer gives you a low score, you can take the conversation to the actual object that your customer is facing. Further, you can address the objection and move ahead in closing your deal.
This technique was devised by the brilliant inventor, politician, and businessman Benjamin Franklin. He used to list down the pros and cons of anything before taking any decision.
Similarly, you can ask your prospect to list down the pros and cons of your product. If they see the pros outweighing the cons of your product, they are likely to make a decision faster.
Once you have discussed everything about your product with the client, you can simply ask them if there is any objection that they have to your product.
Asking this question to your prospects upfront will help them open out more before you and you will get a chance to handle their objections smartly. Thus, your odds of winning the deal improve a lot.
In this technique, you probe your customer for their feedback or opinion early on in the conversation. This will help you understand and handle any obstacles that your customer might be facing at a quite premature stage in the sales process.
You can use words like this, “I can see you are more interested in the Sales Navigator application of our product. How do you think you can benefit from it? Is there something I can help you with to explore it in a better way?”
Similar to the assumption close technique, the alternative close technique suggests you give your prospects two different alternatives to move ahead. This is based on the assumption that your prospect is interested in your product and doesn’t have any major objections related to the price or features.
For example: “When would you like to sign the contract, coming Friday or Monday?”
By giving them these options, you give your prospect an authority, and he will try to use it to move ahead, which will ultimately benefit you in closing the deal.
This is a technique where a sales rep shows himself as guilty for not being able to close the deal. The customer, in return, feels guilty for delaying the closing of the deal and, in return, might want to take it further to a positive end.
An example of such a technique could be – “We both know this product is a good fit for you. However, I have been going about this product for way too long now, and thus I owe you an apology. Would you like to make this deal now?”
If you feel that your conversation or the sales process isn’t going anywhere, you can request your prospect for a future meeting. The buying decision is not an impulsive one and being a sales rep. You need to keep the momentum going.
The calendar close is the best technique for this. Just ask your prospect to give you a meeting time later in the week or after a week or so. This would give them time to think about your product, and you will get time to prepare better to approach the customer once again.
This is an idea that implants a belief in the buyer’s mind that he is going to purchase the product too soon and it would benefit him for a lifetime.
The mentality of the buyer pushes him to buy the product soon until everyone finds out its benefits and starts competing with him on the same level.
For example – “This is the latest version of our CRM, and not many people know how their businesses can grow 10x times if they start optimizing its new features, and their benefits. This is the latest technology that is going to last for a long time.”
This selling technique is a step ahead of the assumptive close technique wherein a seller directly asks the buyer to buy the product. Unless the sales rep is very confident of the buyer’s intentions and he has a pretty good relationship, this is a very dangerous technique that might make or break the deal.
A seller might simply say – “I am confident you will gain the value that you are looking for from this product. If I may, I would suggest you buy it right away.”
Generally, no prospect will value your product as much as you do. This is because they do not know the process and the hard work that your people are putting into it. So if you want your prospect to value your product, tell them that many people are sweating themselves out to make it a success.
You can say – “A team of 5 technically able people works day in and day out to make this product so user-friendly, easy to understand, and operate. They have spent 6 months researching the market before beginning to work on this software.”
This is a method wherein a sales rep is required to agree with the customer on a minor point that is against the product. By agreeing with the customer and being on the same page, you build a sense of trust which might drive them to close the deal.
For example: “I know the product is not perfect and we are working on it. Still, I believe this is the best possible solution that you can get at this price. Hence, I believe buying it should bring value to you.”
This is another form of question close wherein the seller asks negative questions to the prospect in expectation of a positive outcome. The buyer is put into a state of self-introspection which then drives him to make a decision.
For example: “Is there any particular reason why you wouldn’t like to go for this product/service?”
If you feel that you have almost convinced the potential client into buying the product but it is not a ‘Yes’ yet, you can use this goodwill technique. Make the paperwork or the future process easier for your client and let them know you are already a step ahead in this process.
For example: “I have forwarded the terms to our legal department and the agreement is already in process. Meanwhile, I have also shared with you a small manual and a walk-through video which might come in handy when you start using our product.”
By using this sales closing technique, you make use of the generous nature of your prospect. You appeal to them by saying something like this – “If I close your deal today, I might win the salesman of the year title from my company. I am very close to my targets. Is there something I can help you with to make up your mind?”
Customers would usually ask for a discount or an add-on to your product/service. They know you expect it and it is in your hand to do either of these or sometimes even both. However, you can surprise them with a reply like this – “Sure, I can give you a discount of 10% but if I do that, will you buy the product right now?”
Your prospect would have no choice but to agree with you because you just gave what they asked for.
The Ownership close is our final closing sales technique. While applying this sales closing technique, the seller talks to the prospect as if he already owns the product. He slowly plants the idea of owning the product in the prospect’s mind and thus triggering the prospect to buy the product.
For example: “How do you wish to use the Sales Navigator application of our product? Do you already have some data or are you planning to dig out using our XYZ feature?
These are the 40 best Closing Sales Techniques. If you implement any of these situation-based techniques on your prospects, you will for sure see great results. But, make sure to choose the right technique for the right customers. These can help you close a good amount of deals if used properly.
Read the next section to learn about ending a sales call.
The end of your sales pitch or sales call is the final takeaway that your prospect is going to have. So you need to ensure that you summarize it well, politely, and confidently.
- Maintain a positive and confident tone.
- Summarize your product and the offer precisely and concisely.
- Address the objections of your prospect one by one and make sure your prospect is satisfied with your proposal.
- Explain the process of the deal and how you are planning to move ahead.
- Ask your prospects if they have any more questions for you.
As discussed in the best sales closing techniques, there are several questions that you need to ask your customers to close a sale positively. Some of the best sales closing questions are listed below.
Here are the 15 good sales closing questions you can ask your prospects.
- Like my other current customers, do you also face XYZ problems?
- Are you fully satisfied with your current system? Do you want anything to be changed?
- Does this product seem to address your pain points and solve your major issues?
- If we ask you to rate your happiness with our product, how would you rate it on a scale of one to 10?
- How much do you think you can spend on this product?
- As per your priorities, how do you rank price, quality, and service?
- What targets/goals/objectives do you think are your success criteria?
- Which product features drive your purchasing decision?
- What obstacles do you think might affect your purchase?
- Typically, what process do you follow before making any buying decisions?
- Do we think it’s important to include any other decision-makers in this process?
- Can I help you in making this process smoother?
- Generally, how long does your team usually take to purchase a product?
- What will it take for us, as the seller, to do business with you?
- What is preventing you from moving ahead in this deal and making the buying decision?
The above-mentioned questions are designed to understand their challenges, pain points, demands, budget, etc, and other essential things. These sales closing questions will help you learn more about your prospects. Continue reading the next section to know things to avoid while closing a sales call.
While it is important to use good selling tactics and apply best practices while selling, it is also imperative that you avoid committing these mistakes so as not to harm the deal and lose the prospect forever.
- Not following the 70/30 rule: You ought to listen to your prospect 70% of the time. If not, you would lose understanding of your customer thoroughly and might not be able to pitch the right product in the right manner.
- Not following the buyer’s purchasing process: If you fail to understand the buying process of your customer, you might have to waste a lot of time in reviews, approvals, and legal aspects before closing the deal.
- Not handling objections early: As a sales rep, you need to ask questions to understand the sales objections and handle them early in the process. Delaying does more bad than good.
- Closing too early: There is a sales cycle for every organization. Try to follow that and not push your customer towards a forced purchase.
- Not asking for referrals: Whether or not you are able to sell your product to a prospect, you should always ask for referrals. This not only helps in getting new leads but also in building a long-term relationship with your current customer.
These above-mentioned mistakes can prevent you from closing a deal. So, it is important not to make these mistakes while dealing with a prospect. Read ahead to know the 5 sales closing best practices.
Here are the 5 sales closing best practices.
- Emphasize more on the customer – Do your homework about the customer. Put your emphasis on their problems, the solutions that you might have, and on building a good relationship with them.
- Sell a solution, not a product – If you focus more on the customer and his problems, you will automatically sell them a solution that might help their business. Do not talk about your product but how it is relevant to your prospect.
- Handle your competition wisely – You can ask your prospect if they are talking to anyone of your competitors. Don’t thwart them directly, but you can always put forward your product’s USP as compared to that of your competition.
- Help your customers wherever you can – Act as an advisor to your customer rather than just a sales rep. This will help you build a strong connection with them and will help you just like an investment.
- Ask for referrals – Asking for referrals is your birthright, and you ought to have them. Whether or not you are able to close a deal, asking for referrals is a must.
By implementing these best sales closing techniques and sales closing practices gradually in your selling style, you can surely increase your closing percentage to a very high number. Applying all of these things is surely difficult.
However, the key to all of this is that you need to prioritize your customer and your association with them over everything else. Over time, when you can execute these techniques on a case-to-case basis, you become an invincible sales rep, and your numbers keep on soaring high.
This is all about How to Close a Sale with the help of the best Sales Closing Techniques. In this guide, we talked about the best sales closing techniques to help your sales close faster. We also tried to mention an example with every sales closing technique to understand the technique better. Later in the guide, we also provided you with good sales closing questions.
That’s all for this guide on How to Close a Sale. We will see you with another informative guide around Sales and Marketing.