The science behind how to close a sale.
The following is a powerful sales closing statement that can help you make a sale: “I really appreciate your interest in our product/service. I think it would be a great fit for your needs. I’ll be honest with you, we’re currently running a promotion that ends today. I can give you a 10% discount if you decide to purchase now. Would you like to take advantage of that?”
Sales closing techniques to win every sale
1. The assumptive close
The Assumptive Close is a sales technique based on the belief that the salesperson will definitely make the sale if they put in the effort. The salesperson uses language that shows they believe the sale is certain, and checks in with the prospect regularly to make sure they’re still interested and don’t have any objections.
Your confidence is infectious and encourages the prospect to think that the solution should be obvious to them. When you’re working with leads that you’re familiar with, and you know that the product is a perfect fit, it’s easy to be confident.
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]
The prospect now feels that they are losing out on something, so if they are offered a discount, they will probably say yes. When you have the freedom to offer discounts, you’re more likely to close the sale with people whose main objection is that they don’t have time to decide now.
3. The takeaway close
If you’ve already explained the benefits of your offer to someone and they don’t seem interested in certain aspects of it, try taking those aspects away. Offer cost savings by removing features that they might not need, and see if they’re more inclined to accept the offer.
Many people object to the price of your product. If you can show them that they don’t need certain features, they may be more willing to pay. When your platform is multi-tiered, and the prospect has made it clear that they have no use for certain features, it may be possible to negotiate a better price.
4. The hard close
This is called the “Nothing to Lose Close” because you are essentially asking the potential customer to commit to something without giving them anything in return. This can be a risky tactic, but if done correctly, it can pay off.
If you are clear about what you want, the person you are asking will feel more comfortable and will give you a definite answer, even if it is no.
5. The Columbo close
After the customer thinks you’re done, ask for “one more thing.” This last-ditch effort can make them stay around.
If you think the prospect is about to end the conversation, hit them with your best sales pitch.
6. The summary close
It can be helpful to take some time to summarize the main benefits of your product and to list the key value points it would bring to your prospect. You can also use this information to remind your lead of the distinctions between two or three options you are offering.
After spending 30 minutes going over all the benefits of the product and how well it would fit the lead, it can seem more impactful to hear all of the benefits at once.
7. The puppy dog close
The idea is that if someone gets to experience how great your product is, they’re more likely to buy it. Giving people the opportunity to test out your product lets them see how great it is for themselves, making them more likely to make a purchase.
If someone starts using your product and experiencing the benefits you talked about, it becomes real for them. Ideally, they realize they can’t live without it. When you have a product with a trial period and features that aren’t always easy to quantify, it’s important to follow up.
8. The option close
Offering your prospect a choice between two or more options is a sales tactic that falls in line with hard or assumptive closes. You are hoping that they will choose one rather than saying no. For example, you might offer two pricing plans that suit their needs, tiered levels of service with different features, or the choice of implementing earlier or later.
If you present a person with two equally appealing options, they are more likely to choose one than if you present them with only one option. This is especially true if the two options are priced differently, as the person will feel like they are saving money by choosing the cheaper option. This principle can be applied when selling products or services with tiered service levels, as the prospect is more likely to choose both options when they are aware that they would benefit from both of them.
9. The sharp angle close
Some people are used to hearing sales pitches, so they feel like they can negotiate with you. They may ask for extras or discounts, because they know you expect it. To deal with these types of people, use the Sharp Angle Close. If you have approval, give them what they want–but make them pay a price for it. For example, “Yes, I can offer you three months of service for 10% off–but only if you sign the contract today.”
You offer something you were already willing to give and receive an instant commitment in return. This works well with people who are already used to being sold to or those who ask for incentives before signing.
10. The question close
The following text covers a tactic in detail (with examples) that can force a lead to actually explain why something does or doesn’t work for them. By asking probing questions, you can find out why a shipment can’t be processed, why [x feature] wouldn’t solve their problem, and so on.
Asking these types of questions provides a much better opportunity to explain how your product can satisfy their needs. If your potential customer appears to be undecided but cannot articulate why, these questions can help shed some light on the matter.
11. The suggestion close
A firm close is another tactic where you state your opinion about the best possible solution. In this conversation, you would 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.”
12. The backwards close
Instead of trying to sell something to your lead at the beginning of the relationship, ask them for referrals. This technique goes against almost all sales cycle training, but it has been known to work with certain types of leads.
Closing the sale statements
1. “It sounds like this product will benefit you by [increasing your efficiency / simplifying your processes / helping you meet your goals]. Are you ready to see a contract?”
This statement is designed to convince the prospect that your product or service will be beneficial to them.
2. “When would you like to get started on product setup?”
Ending with a question or comment that gets your prospect imagining a future with your product or service can help you make the sale.
3. “How confident are you that this product will meet your needs on a scale from 1-10?”
This technique can help increase the likelihood of making a sale as well as provide the customer with an opportunity to bring up possible objections. Listening to objections can help you offer solutions and seal the deal.
4. “When should I schedule a delivery?”
This statement can prompt the prospect to think about a future with your product, deflecting discussion of payments. By looking forward to using the product, the prospect won’t have to think about paying for it.
5. “Based on what you’ve told me today, it looks like [product] most closely fits your needs. Is that correct?”
Ending your conversation with a statement like this can make the prospect feel like you were really listening to them and understood their needs. You can also use this statement to show how your product is the solution to the problem they’re facing.
6. “Send me your financial information and I will write up the contract.”
Once you’ve overcome the prospect’s objections, you can introduce the topic of closing into the conversation in a way that feels natural.
7. “Based on what I’ve described, does [x product] or [y product] sound the best for your needs today?”
What is being proposed here is that instead of asking the client if they want to purchase a product, you give them a choice between two products and let them choose which they would like. This tactic could increase the chances of making a sale.
8. “Whose name should I put on the invoice?”
After you’ve overcome the prospect’s objections, use this closing statement to direct the conversation toward the payment for the sale.
9. “Will you commit to doing business with us today?”
Asking the prospect if they are interested in purchasing can help simplify things.
If you would like to upgrade your order today, let me know and I’ll include it in the total.
This selling technique involves offering the customer an upgrade or bonus in order to persuade them to make a purchase.
11. “Do you have any questions for me? Otherwise, I think we can move on to the next step.”
“Is there anything else you’re wondering about the product? I’m happy to answer any questions you have.” Do you have any more questions about the product? I’m happy to answer them.
12. “I know how important it is to protect your company from harm in this industry. Would you like to sign on with us to keep your organization safe today?”
The statement tries to scare the prospect into buying the product by saying that it is necessary and beneficial to their interests.
13. “Given what you’ve learned today, is there any reason you wouldn’t want to work with our company?”
The statement invites the prospect to discuss their objections to the sale so that you can address them and offer solutions to finalize the sale.
14. “Tell me your thoughts.”
The way the prospect responds to your final question will give you some insight into how likely they are to making a purchase. It is also an opportunity for the prospect to bring up any remaining concerns or questions they have.
15. “I believe we’ve discussed everything you need to know. May I set up a meeting for [time] to finalize the contract?”
The following statement encourages the prospect to focus on an upcoming meeting, rather than the purchase they’re making. This can also give those who express hesitancy a little extra time to decide whether to purchase the product.
16. “If you accept these terms today, I can guarantee that we can [overcome objection or add special terms the customer wants]. How does that sound?”
When you use this statement, you are promising the customer that you will be able to meet their needs if they go ahead with the contract. You are effectively telling them that by finalizing the purchase, they would be doing you a favor. This could help to convince the prospect to make the purchase.
17. “Are you confident about signing a contract today?”
This statement provides an opportunity for the prospect to express how confident they feel about buying your product or service, which can help you determine how likely they are to close the sale. Additionally, this technique allows the prospect to raise any objections they have, which can then be addressed by you in an effort to move closer to a sale.
18. “Are you ready for next steps? I’m prepared to send the contract over now.”
This statement has a few benefits when you’re selling something. It can make the prospect feel less stressed about buying, since they only need to sign a contract. It also keeps the conversation going, which can make it more likely to result in a sale.
19. “If [sales objection] wasn’t an issue, would you be willing to sign a contract by [date].”
You can use the prospect’s objection to close the sale. If you know you can provide a solution to the objection, this statement can be an ideal way to close a sale.
20. “Let’s talk about pricing.”
This statement can help you change the conversation from product descriptions to contracts and prices, so you can finalize the sale. Additionally, it may encourage the prospect to ask questions about pricing and discounts.
Final thoughts on closing sales
Your interactions with potential customers should be based on their individual qualities. Never forget that you are dealing with real people. The more you make them feel like a person rather than a generic lead, the more likely you are to make a sale.
If you want to close a sale quickly and effectively, be aware of everything from your tone of voice to how well you can perceive what your prospect is thinking. If you spend time talking about something the prospect clearly doesn’t care about, or if you talk about the weather for ten minutes, you’re wasting their time.