Who doesn’t love classics? Classic 80’s hits, classic Nike’s, classic Coca Cola bottles… but what about classic sales closing techniques — are they just as good?
100%. Closing a deal is a make-or-break moment that requires sure-fire, effective closing techniques. You might be tempted to wing it every time, but what does that do for your closing ratio? Zilch. Nada. Nil.
Below are what many experts consider tried-and-true closing techniques that’ll take your customer from “Well…” to “Where do I sign up?”
But remember, sales rep: Practice is key.
Don’t get so hasty — first thing’s first
Before you put everything on the line, ask yourself this: Is your client ready to buy?
When your prospect is interested, their buying signals will smack you in the face. To seal the deal, you have to be quick on your feet to pick up the signals they’re throwing down — or else they might second-guess themselves and back off.
If they’re ready to buy, your prospects will:
- Ask detailed questions about the product
- Talk about the product like they already bought it
- Ask someone else for feedback
- Invest a lot of time looking at your product
- Say “yes” a lot (plus their enthusiasm level will be off the Richter scale)
Don’t recognize any of these signals? Stand down, soldier — that just means your lead needs more nurturing.
Now, before you get good sales advice, let’s address the bad advice in your noggin: Don’t go all “Glengarry Glen Ross” on yourself or your clients.
You shouldn’t Always Be Closing (ABC) if it isn’t a win for both sides, so don’t be afraid to walk away. Chances are your product could have a significant impact on your customer’s future costs — try not to lead with applying pressure.
4 sales closing techniques to seal the deal
And now for the main course, ladies and gents.
Ready to learn four key closing techniques that’ll complete your sales cycle nearly every damn time?
1. Believe in the “yes” with the assumptive close
“Can you start on the 15th?” This one’s kind of like manifesting, but it’ll only work if each step of your sales process provides value to your prospect.
ASSumptions (wink, wink) can be tricky, but “what’s important here is to closely monitor your prospect’s interest, engagement, and objections throughout,” says HubSpot’s Adam Wiggins.
That means asking check-in questions after a call or meeting and keeping your ear to the ground to bring authority and direction to your sales process.
Want to take this technique a step further? Present alternatives. For example: “Based on everything we’ve discussed today, I think my X and Y products work best for you. Which would you like to go with?”
The M.O. behind presenting two alternatives is that your prospect would rather have one than none at all, which increases your chances of getting the golden “yes.” Capiche?
2. Answer their question with a… question?
Back to buying signals — when you sense your customer is ready to close the deal but is still on the fence, they’ll ask you buying questions like:
- How quickly can you get this started?
- What are the payment options?
- Would it be possible to speak with a happy customer?
Pro-tip: When prospects ask buying questions, answer with closing questions. So if they ask: “How soon can I get your product?” You answer: “How soon do you need it?”
Instead of giving a direct answer, ask a question that gives your customer a little more control. That’ll make ‘em feel like they played a role in the sale.
3. Lean into the awkward pause (yup, even though it makes you cringe)
Awkward pauses are the worst. But as a sales rep, they’re your ally come closing time. That’s why you should keep the straightforward silent close in your toolkit: After asking for the sale, just pause and wait — that’s it!
Why? Silence gives your prospects a chance to contemplate your offer. What you don’t want to do is undercut yourself before your prospect even shares objections — forgetting to listen can do exactly that.
This technique works well when paired with a pointed question, Cvent’s Laura Fredericks suggests. Ask a question related to the prospect’s specific pain point, then pause confidently to let your prospect fill in the rest.
4. Take the yes-set technique for a spin
“If you can get 3 yeses, you’re getting them in a pattern of yeses, and they’re 16% more likely to say yes to the final question of buying,” says Steve Wernke, ZoomInfo’s director of sales.
By psychologically getting used to saying “yes,” your prospect is more likely to be ready to seal the deal. But don’t just ask any question: The goal is to highlight the prospect’s pain and align it with your product’s value.
The yes-set closing technique might look something like this:
Q: X would make your day-to-day easier, right?
Q: Since X takes care of your pain points, do you see the value in it?
Q: Do you want fries with that shake? KIDDING. Don’t ask that.
But you get it — by the time you get to, “Are you ready to move forward and sign this contract?” that “yes” will be locked and loaded.
To closing and beyond (or something like that)
Folks, when all else fails, just keep it real and direct: “Would you like to move forward with us?” Your prospects are busy people; they’ll appreciate a no-nonsense approach.
And one more thing — as you’re selling, make sure to:
- Reiterate shared goals
- Continuously show your prospect how you help them win
- Summarize the major ways your buyer will benefit from your product
Next steps: Download our free resource to help you create sales scripts guaranteed to help you close more.