You dream of closing like Jordan Belfort but face the reality of countless rejections, challenging clients, and unpredictable market dynamics.
Remember, every “no” is one step closer to a “yes.” And with the sales closing technique, you can increase your chances of getting a “yes” with every interaction.
Are you incorporating the right sales closing techniques in your strategy?
Let’s discuss some of the best sales closing techniques that work in any situation and how you can learn them in a fun and effective way.
What is a sales closing technique?
A sales closing technique is a strategy or tactic for convincing your prospect to buy your product or service. It can be a question, statement, suggestion, or action that helps you move the prospect from the consideration stage to the decision stage of the buyer’s journey.
Various sales closing techniques exist depending on your product, prospect, or sales process.
There is no one-size-fits-all-all: Different approaches cater to different sales scenarios. Some methods are assertive and direct, while others lean towards a consultative, subtle approach. While some techniques excel in complex, long-haul sales processes, others shine in simple, short-term transactions.
The key is to choose the correct sales closing technique for the right situation and use it at the right time. You don’t want to be too pushy or passive, too early or too late.
You want to come off as confident, respectful, and helpful.
What sales closing techniques work?
Here are some of the most popular and proven sales closing techniques in various scenarios.
We will explain what they are, how they work, and why they work.
1- The Assumptive Close Sales Technique
You might be wondering what an assumptive close sales technique is because you might not have heard it before. The “assumptive close” is like acting as if the customer is ready to buy. Instead of asking if they want the product, you jump right into details like how many they want or how they’ll pay. It’s a way to smoothly move the conversation towards making the sale.
For example, you might ask them how many units they want, when to start using your product, or how they want to pay.
The assumptive close works because it shows confidence in your product and prospect. It also creates a sense of urgency and reduces the risk of losing the deal to indecision or procrastination. However, you must be careful not to use this technique too soon or too often, as it might appear arrogant or aggressive.
2- The Now-or-Never Close Sales Technique
The “now-or-never” close is like giving a special deal, but only briefly. It’s like saying, “Grab it now before it’s gone!” This makes customers want to buy immediately so they don’t miss out.
For example, you might offer them a discount, a bonus, or a free trial if they sign up today, or you might tell them that your product is running out of stock or that your prices are going up soon.
The now-or-never close works because it triggers your prospect’s fear of missing out (FOMO). It also appeals to their desire to save money or get more value. However, you must be honest and ethical when using this technique, as it might backfire if your prospect feels manipulated or cheated.
3- The Summary Close Sales Technique
The “summary” close is like giving a quick recap of all the cool stuff your product does. It’s like saying, “Look at all these awesome benefits you’ll get!” This helps the customer see the big picture and how it fits their needs.
For example, you might say, “So, just to summarize, with our product, you will be able to increase your productivity by 50%, save 30% on operational costs, and improve customer satisfaction by 80%.”
The summary works because it reminds your prospects why they need your product and how it will help them. It also reinforces your credibility and authority by showing you understand their situation and needs. However, you need to be concise and relevant when using this technique, as repeating too much information or including irrelevant details might bore or confuse your prospect.
4- The Question Close Sales Technique
The “question” close is like asking in a way that assumes they’re on board. It’s like saying, “So, are we moving forward with this?” This nudges the customer to say ‘yes’ without feeling pressured.
For example, ask them, “Are you ready to move forward with this?” or “Do you have any questions before we finalize this?”
The question close works because it invites your prospect to express their opinion or concern and allows them to say yes. It also shows respect and empathy by giving them some control over the decision-making process.
Be prepared for any objection or hesitation your prospect might have when trying this out, as it might uncover questions or uncertainties you didn’t expect.
5- The Sharp Angle Close Sales Technique
You throw in an extra perk, but only if they commit then and there.
It’s like saying, “If you buy today, I’ll toss in something extra.” This gives customers a sweet deal they don’t want to pass up.”
For example, if your prospect asks for a lower price, a more extended warranty, or a faster delivery, you might say, “Sure, I can do that for you if you sign up today.”
The sharp angle works because it creates a win-win situation for both parties. It also leverages the principle of reciprocity, which means that people tend to return favors or concessions that they receive from others. However, it would be best not to give away too much or too quickly when using this technique, as it might lower your profit margin or perceived value.
6- The Takeaway Close Sales Technique
You have to play hard-to-get with the “takeaway” close.
It’s like saying, “Maybe this isn’t for you.”
This reverse psychology often makes customers think twice and want the deal even more.
For example, you might say, “I’m sorry, but it seems like our product is not a good fit for you,” or “I’m afraid we can’t offer you this deal anymore.”
The takeaway close works because it reverses the roles of the buyer and seller, making your product more scarce and desirable. It also challenges your prospect’s ego and pride and makes them want to prove you wrong. However, you must be subtle and strategic when using this technique, as it might offend or annoy your prospect if you overdo it or use it at the wrong time.
7- The Testimonial Close Sales Technique
The “testimonial close” leverages positive feedback or success stories from satisfied customers, using their experiences as a persuasive tool to encourage potential clients to purchase.
For example, you might say, “Don’t take my word for it; listen to what our happy customer, John Smith, has to say about our product,” or “You know, you’re not the first to have this problem. Let me show you how we helped Jane Doe solve it with our product.”
The testimonial closely works because it provides social proof and validation for your product and claims. It also reduces any risk and uncertainty your prospect might have by showing them real results and outcomes.
You need to use relevant and credible testimonials, as generic or outdated testimonials might diminish their impact.
Mastering sales closing techniques effectively
Now that you know some of the best sales closing techniques, you may want to learn how to apply them in your sales process.
Sure, you can read books, watch D2D Experts’ videos, take courses like the D2DU, or get coaching from a sales expert like Sam Taggart.
All of these are fun and excellent ways to get started.
But if you’re looking for a fast-track route to mastering the art of the close without committing to any of the above, the D2D Sales Performance Bootcamp is your golden ticket.
Why? Because it’s not just any bootcamp. It’s an intensive, hands-on training program to turn you into a sales superstar. Learn from the best, practice in real-world scenarios, and network with fellow sales enthusiasts.
The D2D Sales Performance Bootcamp lets you:
- Learn from experienced and successful sales coaches who can share their insights, tips, and best practices with you.
- Practice your skills in realistic and challenging sales scenarios and get immediate feedback and guidance from your coaches.
- Network with other aspiring and ambitious salespeople who share your goals and challenges and get their support, encouragement, and recognition.
- Land a job with a company that values your sales talent.
I knocked doors since I was 11! Never bought into the whole hourly normal job, and used direct sales to be the vehicle to create MASSIVE success. I Started the Direct Sales division for Solcius as their VP building it up to have 70+ sales reps nation wide. In 2018 I left to pursue a greater mission to unify and uplevel the Door to Door industry and founded the D2D Experts.
