15 Best Sales Closes That Will Get You Results

What Are Sales Closes?

Sales closes are methods used by sales reps to finalize and close a sale. These techniques help persuade potential customers to make a purchase decision. Understanding different sales closing techniques can greatly improve your sales process.

Importance of Effective Sales Closing Techniques

Effective sales closing strategies and techniques are crucial for success in sales. Effective sales closing techniques help secure valuable sales deals. Here’s why:

1. Increase Sales

• Using proper sales closing techniques helps close more deals.
• Sales reps can use various closing techniques to suit different customers and situations.

Example: The puppy dog close lets potential customers try the product, making them more likely to buy.

According to HubSpot, companies with strong sales closing techniques see a 30% increase in closing rates.

2. Build Trust

• Sales closing techniques build trust between the sales rep and the customer.
• A successful sales rep understands the customer's needs.
• Addressing the prospect's pain points is crucial for building trust.

Example: Techniques like the summary close can help recap the product’s benefits, reinforcing trust.

Research by Salesforce shows that 79% of customers expect sales reps to act as trusted sales experts and advisors.

3. Improves Confidence

• Knowing and using effective sales closing techniques improves a sales rep’s confidence
• Helps them in handling objections better and close deals faster.

Example: The assumptive close technique, where the rep assumes the sale is already made, can make the process smoother.

According to a study by The Brooks Group, confident sales reps are 33% more effective at closing deals.

4. Streamline the Sales Process

• Effective techniques streamline the sales process.
• Saves time for both the sales rep and the customer.

Example: The now or never close creates a sense of urgency, encouraging customers to act quickly, which speeds up the sales cycle.

Research by InsideSales.com indicates that urgency-driven techniques can reduce the sales cycle by up to 40%.

5. Improve Customer Satisfaction

• Satisfied customers are more likely to return and recommend the product.

Example: Using techniques like the sharp angle close, where reps make sales deal and offer a small incentive, can make customers feel they are getting a great deal.

According to Bain & Company, a 5% increase in customer retention can increase profits by 25% to 95%.

15 Effective Sales Closing Technique For Sales Professional

1. Now or Never Close

The Now or Never Close is a technique where you create urgency. You offer a special deal that is only available for a short time. This pushes the customer to make a quick decision.

Why It's Important:

Creating urgency can help close sales faster. It makes customers feel they might miss out on a great deal.

How to Implement:

• Offer a Limited-Time Discount: "If you buy today, you get a 20% discount."
• Limited Stock Alert: "We only have a few items left at this price."
• Special Bonuses: "Sign up now and get a free bonus."

Example Scenario: Imagine you are selling gym memberships. You tell the potential customer, "If you sign up today, you will get a free month of training sessions." This creates urgency and encourages them to join quickly.

2. Puppy Dog Close

The Puppy Dog Close lets customers try the product before they commit to buying. The idea is similar to letting someone take a puppy home to see if they like it.

Why It's Important:

People are more likely to buy something once they have tried it and seen how it fits into their life. This technique builds trust and comfort with the product.

How to Implement:

• Free Trial: "Take the product home for a week, and if you don't love it, return it for a full refund."
• Demo Period: "Use our service for a month free of charge to see how it works for you."

Example Scenario: You are selling a new type of kitchen gadget. You offer a 30-day trial period where the customer can use it at home. If they are satisfied, they keep it and pay for it. This reduces the risk for the customer and increases the likelihood of closing a sale.

3. Summary Close

The Summary Close technique is a technique where you recap the key points of your product or service before asking for the sale. This helps remind the customer of the benefits and value they will receive.

Why It’s Important:

The Summary Close helps reinforce the main benefits of your product or service. It ensures that the customer remembers why they were interested in the first place.

How to Implement:

• List Key Benefits: At the end of your sales pitch, summarize the most important benefits.
• Address Any Concerns: Make sure to address any objections or concerns the customer might have mentioned.
• Ask for the Sale: After summarizing, confidently ask for the sale.

Example Scenario: Imagine you are selling a new cleaning service. You can say, "To recap, our cleaning service will give you a sparkling home, save you two hours every week, and use eco-friendly products. Can we schedule your first cleaning for this week?"

4. Sharp Angle Close

The Sharp Angle Close is a technique where you offer a small incentive or respond to a customer's request with a condition that leads to a quick decision.

Why It’s Important:

This technique can help close deals faster by addressing the customer's needs directly and providing an immediate solution.

How to Implement:

• Identify the Customer’s Need: Pay attention to what the customer is asking for.
• Offer an Incentive: Respond with an incentive that requires them to commit.
• Close the Deal: Confirm their commitment right after offering the incentive.

Example Scenario: You are selling a subscription box service. A customer asks, "Do I get anything special if I subscribe for a year?" You reply, "If you subscribe for a year today, I can give you an additional month for free. How does that sound?"

5. Assumptive Close

The Assumptive Close is a sales technique where the salesperson acts as if the customer has already decided to close a deal and buy the product or service. This approach assumes the sale is a done deal.

Why It’s Important:

This technique is important because it helps move the sales process forward smoothly. It gives the customer a sense of progress and minimizes objections.

How to Implement:

• Assume Agreement: Talk as if the customer has already agreed to buy.
• Use Positive Language: Use words that show you believe the deal is already done.
• Handle Objections Gently: If the customer has concerns, address them positively.

Example Scenario: Imagine you are selling a gym membership. You could say, "Let's get you signed up so you can start enjoying your workouts right away. Does tomorrow work for your first session?" This approach assumes the customer is ready to commit and helps close the sale faster.

6. Takeaway Close

The Takeaway Close is a technique where the salesperson suggests that the product or service might not be available if the customer doesn't act quickly. This creates a sense of urgency and scarcity.

Why It’s Important:

This technique is effective because it makes the customer feel they might miss out on something valuable. It leverages the fear of missing out (FOMO), which is a powerful motivator.

How to Implement:

• Create Scarcity: Indicate that the product or offer is limited.
• Suggest It Might Not Be Available: Make the customer feel they need to act now.
• Encourage Quick Decisions: Prompt the customer to make a decision quickly.

Example Scenario: You are selling a limited edition smartwatch. You could say, "This model is almost sold out, and we might not get more in stock. If you want to get it at this price, you should order today." This creates urgency and encourages the customer to make a quick decision.

7. Soft Close

The Soft Close is a gentle way to ask the customer if they are ready to buy. Instead of pushing for a sale, you ask if they are interested in moving forward.

Why It’s Important:

The Soft Close is important because it reduces pressure on the customer. It makes them feel comfortable and respected. This technique helps build trust and encourages a positive relationship.

According to HubSpot, 60% of customers say no four times before saying yes, so a gentle approach can be very effective.

How to Implement:

• Ask an Open-Ended Question: Instead of asking for a yes or no answer, ask something that encourages discussion.
• Show Understanding: Let the customer know you understand their needs and concerns.
• Invite Next Steps: Suggest a simple next step that doesn't require a full commitment.

Example Scenario: Imagine you are selling a software subscription. You could say, "Based on what we've discussed, do you think this software could help improve your business operations? Would you like to try a free demo to see it in action?"

8. Alternative Close

The Alternative Close offers the customer a choice between two options. This technique helps guide them towards making a decision by narrowing down their choices.

Why It’s Important:

The Alternative Close is effective because it simplifies the decision-making process. Instead of asking if they want to buy, you ask which option they prefer. This helps avoid a flat-out rejection. According to

SalesForce, 78% of business buyers expect their sales team or reps to personalize their interactions, and offering choices is a good way to do this.

How to Implement:

• Present Two Options: Offer two choices that lead to a sale.
• Highlight Benefits: Explain the benefits of each option to help them choose.
• Encourage a Decision: Ask which option suits them better.

Example Scenario: If you are selling a membership plan, you might say, "Would you prefer our monthly plan, which gives you flexibility, or our annual plan, which offers a 20% discount?" This way, the customer is choosing between two positive outcomes.

9. Something for Nothing Close

The Something for Nothing Close is a technique, where you offer a free item or service to make the deal more attractive. This added value can help persuade the customer to win more deals and close the deal.

Why It’s Important:

This technique is important because everyone loves getting something extra for free. It can make the customer feel they are getting a great deal. This helps in closing sales faster.

According to a study by the University of Southern California, customers are 50% more likely to make a purchase when they perceive they are getting something for nothing.

How to Implement:

• Identify a Free Item or Service: Choose something that complements the main product or service.
• Highlight the Value: Make sure the customer knows the value of the free item or service.
• Present It at the Right Time: Offer the free item when the customer is close to making a decision.

Example Scenario: Imagine you are selling a smartphone. You can say, "If you buy this smartphone today, we'll include a free pair of high-quality earphones." This makes the customer feel they are getting more value, which can help in closing the sale.

10. Unique Offer Close

The Unique Offer Close is a technique where you present a special, one-of-a-kind offer to the customer. This could be a limited-time discount, an exclusive product feature, or a special service that sets your offer apart from others.

Why It’s Important:

This technique is important because it creates a sense of exclusivity and urgency.  Customers feel they are getting something unique that they can't get elsewhere. According to a study by McKinsey, 67% of consumers are influenced by unique offers when making a purchase decision.

How to Implement:

• Create a Unique Offer: Develop an offer that is special and exclusive.
• Communicate Exclusivity: Make sure the customer knows this offer is unique.
• Encourage Immediate Action: Prompt the customer to take advantage of the offer quickly.

Example Scenario: Suppose you are selling a car. You could say, "For a limited time, this model comes with a unique warranty that covers all maintenance for three years, something no other dealer offers."

This creates urgency and highlights the uniqueness of the offer, encouraging the customer to make a purchase.

11. Opportunity Cost Close

The Opportunity Cost Close is a technique where you highlight what the customer might miss out on if they don't make a purchase. This helps them understand the value of your offer compared to, not just the product but buying it.

Why It’s Important:

This technique is important because it makes the customer think about the potential loss of not buying your product or service. It helps them realize the benefits they would miss.

How to Implement:

• Identify the Benefits: Explain the key benefits they will get by buying your product or service.
• Highlight What They Will Miss: Make them aware of what they could lose if they don't make the purchase.
• Encourage Action: Prompt them to act to avoid missing out on these benefits.

Example Scenario: Imagine you are selling a subscription to an educational website. You could say, "By not subscribing, you miss out on exclusive content that can help you improve your skills and boost your career. Do you want to miss this opportunity?"

12. Test Drive Close

The Test Drive Close is a technique where you let the customer try the product before they commit to buying it. This helps them experience the product’s benefits firsthand.

Why It’s Important:

This technique is important because it reduces the risk for the customer. It allows them to see how the product works for them before making a purchase.

How to Implement:

• Offer a Trial: Allow the customer to use the product for a limited time without any commitment.
• Guide Them Through the Experience: Ensure they know how to use the product and see its benefits.
• Follow Up: After the trial period, check in with them and ask about their experience.

Example Scenario: If you are selling a new type of kitchen gadget, you might say, "Take this gadget home and try it out for a week. If you love it, we can finalize the purchase then." This way, the customer can see how useful the gadget is before committing.

13. Objection Close

The Objection Close is a sales closing technique works, where you address and overcome the customer’s objections to make the sale. This method involves listening to their concerns and resolving them directly.

Why It’s Important:

This technique is important because addressing objections shows that you understand and care about the customer's concerns. It builds trust and removes barriers to closing the sale.

How to Implement:

• Listen Carefully: Pay attention to what the customer is concerned about.
• Acknowledge and Address: Show empathy and provide a solution to their objection.
• Confirm and Close: Ask if the solution resolves their concern and move towards closing the sale.

Example Scenario: Imagine you are selling a premium gym membership. The customer is concerned about the high price. You can say, "I understand that the cost is a concern.

Many members felt the same way but discovered they save more with our all-inclusive benefits. Does this help you see the value in our membership?"

14. Video Close

The Video Close is a technique where you use a video to demonstrate the product’s features and benefits. This visual approach helps the customer see the product in action.

Why It’s Important:

This technique is important because videos are engaging and can explain complex information quickly and clearly. They help customers visualize using the product, making it easier to decide.

How to Implement:

• Create a Demonstration Video: Make a video that shows how the product works and its benefits.
• Share the Video: Provide the video to the customer during your sales pitch.
• Follow Up: After they watch the video, discuss any questions they might have and move towards closing the sale.

Example Scenario: Suppose you are selling a new kitchen gadget. You can send a video link saying, "Here’s a video that shows how this gadget can make cooking easier and faster. Let’s discuss it after you watch."

15. Ownership Close

The Ownership Close is a technique where you encourage the customer to imagine themselves owning and using the product. This helps them feel more connected to the purchase.

Why It’s Important:

This technique is important because it creates an emotional connection with the product. Customers are more likely to buy if they can see themselves using it.

How to Implement:

• Use Imagery: Help the customer visualize using the product.
• Highlight Personal Benefits: Emphasize how the product will improve their life.
• Encourage Immediate Action: Prompt them to take ownership now.

Example Scenario: If you are selling a new smartphone, you might say, "Imagine capturing all your special moments with this high-quality camera. Wouldn’t it be great to have those memories saved in such detail? Let’s get you started with this phone today."

10 Key Tips for Developing Effective Sales Closing Skills

1. Know Your Product Inside Out

Understanding your product thoroughly is essential. You should know every detail, feature, and benefit it offers. Here's how to do it:

• Study the Product: Learn all the features and benefits.
• Stay Updated: Keep up with any updates or changes.
• Practice Demonstrations: Be able to show how it works effectively.

Ensure all agreements are clear before the dotted line is signed.

2. Listen More Than You Talk

Listening to your customers is crucial. It helps you understand their needs and concerns. Here's how to do it:

• Ask Open-Ended Questions: Encourage customers to share more.
• Take Notes: Write down key points to refer back to.
• Respond Thoughtfully: Show that you’ve listened and understand.

3. Learn the Art of Storytelling

Storytelling is a powerful tool in sales. It helps make your pitch more engaging and relatable. Here's how to do it:

• Use Real-Life Examples: Share stories of how others benefited from your product.
• Be Relatable: Make sure the story resonates with the customer's situation.
• Keep It Simple: Use simple language and keep the story brief.

4. Create a Sense of Urgency

Creating urgency helps motivate the customer to make a decision quickly. Here's how to create a sense of urgency:

• Highlight Limited Availability: Mention if the product is in limited supply.
• Offer Time-Sensitive Discounts: Provide special offers that expire soon.
• Emphasize Immediate Benefits: Explain the benefits they will gain right away.

5. Use the Right Closing Technique

Choosing the right closing technique is crucial to seal the deal. Here's how to do it:

• Identify the Customer’s Needs: Understand what the customer values most.
• Choose a Technique: Select a closing technique that fits the situation.
• Practice and Adapt: Be ready to switch techniques if needed.

6. Handle Objections with Grace

Handling objections means addressing and resolving any concerns the customer has about your product or service. Here's how to handle objections efficiently:

• Listen Carefully: Understand the customer's objection.
• Acknowledge Their Concern: Show empathy.
• Provide a Solution: Address the objection directly.

7. Highlight Unique Differentiators

Highlighting unique differentiators means showing what makes your product or service better than others. Here's how to do it:

• Identify Unique Features: Know what sets your product apart.
• Explain the Benefits: Show how these features help the customer.
• Use Testimonials: Share stories of other customers who benefited.

8. Use Positive Language and Body Language

Using positive language and body language means communicating confidence and positivity in your interactions. Here's how to do it:

• Speak Positively: Use words that convey confidence and enthusiasm.
• Maintain Eye Contact: Show that you are engaged and trustworthy.
• Use Open Gestures: Avoid crossing your arms or looking closed off.

9. Ask for the Sale

Asking for the sale means directly requesting the customer to make a purchase. Here's how to do it:

• Be Direct: Clearly ask if they are ready to buy.
• Use a Closing Technique: Choose a technique that fits the situation.
• Follow Up: If they need more time, schedule a follow-up.

10. Follow Up Diligently and Seek Feedback

Following up diligently means checking in with customers after the sale to ensure satisfaction and seek feedback. Here's how to do it:

• Send a Thank You Note: Show appreciation for their business.
• Check In: Make sure they are satisfied and address any issues.
• Ask for Feedback: Use their input to improve.

Conclusion

Sales closes is essential for every sales professional. Effective sales closing techniques are key to success. By learning these skills, you can handle objections, create urgency, and close deals more efficiently.

Listen to your potential customers, highlight your product or service's unique features, and always ask for the sale. With these tips, you can improve your sales process and your sales pipeline to achieve better results.

‍