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?
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?
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 that practice is key.
- Don’t Rush Things
- Classic Sales Closing Techniques
Don’t Rush Things
Before you put everything on the line, ask yourself this: Is your client ready to buy?
When your prospect is interested, their buying signals are impossible to miss.
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.
What Are the Typical Buying Signals?
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
- Show a lot of enthusiasm.
Don’t recognize any of these signals? Well, that just means your lead needs more nurturing.
Does the ABC Approach Work?
Now, before you get good sales advice, let’s address the bad advice that many sales reps keep on repeating.
Don’t go all “Glengarry Glen Ross” on yourself or your clients. While it’s a very popular tactic that can be effective, you shouldn’t insist on it no matter what.
Always Be Closing (ABC) doesn’t work 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 by applying pressure.
Classic Sales Closing Techniques
Here are five key sales closing techniques that’ll complete your sales cycle nearly every time.
1. Assumptive Close: The Power of Positive Thinking
“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 can be tricky, paying close attention to whether your prospect is interested and engaged goes a long way. Besides, this approach allows you to swiftly address potential objections and nip them in the bud.
To do so, ask check-in questions after a call or meeting and keep your ear to the ground to bring authority and direction to your sales process.
Want to take this technique a step further?
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 modus operandi 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.”
People love when they have a choice, and this psychological trick gives them the impression that they have more than one option.
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, such as:
- 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.
Get out of your comfort zone and make the most of these unpleasant silent moments.
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! Resist your urge to talk your prospect’s ear off and justify your pricing.
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. 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
This clever technique relies on establishing a pattern of habitual responses. In this case, you’ll go for a “yes,” and ask questions that you know will result in your prospect nodding their head in agreement.
By psychologically getting used to saying “yes,” your prospect is more likely to be ready to seal the deal.
The Yes Set technique, in a way, allows you to get your prospect to make several small commitments during the conversation, and prepare them to say the final “yes.”
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?
By the time you get to, “Are you ready to move forward and sign this contract?” that “yes” will be locked and loaded.
5. Seal the Deal by Taking It Away
The Take Away Close technique is a great way to build a relationship that works for both you and your prospect.
Many salespeople are so anxious to close a deal that they tend to overpromise and accept a lot of compromises.
They agree to lower their price point or throw in some premium features free of charge only to hear that “yes” from their customers.
And that’s not a good way of doing business.
You risk underperforming and sacrificing your profit margin, so you’d better stop setting these unrealistic expectations and never settle for anything that’s not beneficial for you.
When you find yourself in a situation where an indecisive prospect is bargaining and trying to “blackmail” you into accepting their conditions, try the Take Away Close.
For example, if a prospect has pricing objections, you can remove a useful feature and offer them a discount. They will be more focused on the fact that their offer has been slimmed down than on pricing.
Similarly, the Take Away Close works like a charm if there’s a prospect who’s been sitting on the fence and taking up a lot of your time and resources.
Make a compelling offer that’s on the table within a short timeframe and watch their reluctance turns into a “yes.”
To Closing and Beyond
When all else fails, just keep it real and direct with “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