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In the dynamic world of sales, the challenge of closing deals effectively is a critical hurdle for many sales professionals.
Alot goes into for bringing a prospect from a lead to a closure stage.
It requires need understanding, qualification, proposal, negotiation, overcoming objections, and finally closure.
Different scenarios require different strategies, and a one-size-fits-all approach rarely works.
This complexity often underscores the value of comprehensive sales training programs, which equip sales professionals with a diverse set of techniques and strategies tailored to various selling scenarios.
To help sales professionals close more deals consistently, I’ve compiled 19 closing techniques that will significantly increase the chances of closing a deal.
Key Takeaways :
- Visualization Close : Help prospects visualize successfully using your product to spark desire.
- Puppy Dog Close : Let prospects test or try your product to create emotional bonding and attachment.
- Assumptive Close : Boldly assume and act like the prospect has already agreed to buy to provide confidence.
- Question Close : Strategically ask questions that progressively lead the prospect to say yes.
- Analytics Close : Provide logical, data-driven proof and ROI forecasts to appeal to analytic buyers.
- Now or Never Close : Create urgency with expiring limited-time offers or discounts.
- The Hard Close : Directly ask for the sale to get a firm yes/no response.
- The Summary Close : Recap the strongest selling points and benefits at the end of discussions.
- Minor Point Close : Get small yes's first to build incremental buy-in.
- Conditional Close : Outline scenarios in which the prospect says yes if certain conditions are met.
- Sharp Angle Close : Give a concession on your offerings in exchange of a commitment in return.
- Balance Sheet Close : Visually show pros/cons of your solution side-by-side to demonstrate advantages.
- Ownership Close : Have prospects imagine they already own your solution and benefiting from it.
- Consultative Close : Position yourself as an expert advisor rather than a sales rep.
- Cost of Delay Close : Spotlight mounting downsides and losses from not buying now.
- FOMO Close : Generate fear of missing out by citing peer usage and scarcity.
- Take Away Close : Remove features to meet lower budget expectations.
- The Doorknob Close : Surface compelling new information or incentives just as meetings wrap up to re-spark interest.
- Columbo Close : Politely act confused to draw out real objections to resolve.
19 Closing Techniques in Sales (With Examples)
1. Visualization Close
Want your prospects to imagine life with your product? Help them visualize it.
The visualization close converts possibilities into certainties.
First, identify your prospect’s pain points. What problems keep them up at night? Where are they dissatisfied with?
Next, craft a vision where the pain doesn’t exist.
Show them how your product seamlessly addresses their needs. Get specific.
Zoom in on how it solves their exact issues.
Of course, avoid exaggeration. Your visuals must be plausible, not fantastical. Strike an inspiring yet realistic tone.
For Example
Let’s say you’re selling project management software to a marketing agency. They complain their process is disorganized and teams miss deadlines.
First, acknowledge their pain – “I understand how frustrating it is when projects run off the rails.”
Then, help them visualize success – “Imagine having all your projects planned and on track in one centralized hub. Your team members know exactly what they’re accountable for and when tasks are due. Managers have clear visibility into workloads and can catch issues before they balloon into crises. You hit your targets consistently because everyone’s in sync.”
By envisioning their goals achieved, you spark a desire for your solution.
And desire leads to decisive action.
2. Puppy Dog Close
Let prospects try before they buy. This “puppy dog” approach positions your product as irresistible.
The concept is simple: allow the prospect limited access to your product to spark interest.
Get your solution in their hands so they bond with it.
It’s based on the puppy dog sales tactic.
Pet stores will let children play with puppies to spark an emotional connection.
The kids fall in love and convince their parents to buy.
You can do the same with a free trial, sample, demo or free consultation.
Once they’ve tired your product, prospects rarely walk away empty-handed.
They’ve already imagined the solution as theirs.
For Example
Say you’re selling HR software to a medium-sized company. They like your solution but are hesitant to commit.
Offer a one-month free trial.
Say “Why don’t we let you use the software within your organization? That way you can experience the benefits firsthand. No strings attached.”
Emphasize how they can vet the tool on their terms. “You can take your time getting to know the platform. See if it’s a fit. No pressure from our end.”
Once they try it, they’ll realize they can’t live without it (providing your solution is actually good and addressing their needs).
3. Assumptive Close
Act like the deal is already sealed.
The assumptive close involves boldly assuming the customer has already decided to buy.
This technique harnesses the power of positive thinking.
It brings confidence in you – and authority and direction while interacting with prospects.
And prospects wants to follow your confident lead.
State clearly that you’ll be moving forward together.
Say things like “I’m excited to get your team trained on [X] next month.”
This assumptive confidence reassures nervous buyers.
For Example
A customer seems interested but has reservations about migrating data to your new CRM platform.
Don’t ask “Would you like assistance with data migration?”
That’s weak.
Instead, say “Let’s schedule our data migration experts to come on-site next week to ensure your data is transferred smoothly.”
You’ve boldly assumed the sale is moving forward.
The customer will likely accept this framing and proceed.
Your belief greases the wheels of the buying process.
The assumptive close turns cautious prospects into decisive buyers.
4. Question Close
Guide prospects to yes with strategic questions.
The question close thrives on active listening.
You ask a series of questions designed to advance the sale.
Each question nudges the prospect closer to a yes.
You lead them down a predetermined path toward agreement.
Questioning uncovers motivations and surfaces objections you can tackle. It also gets the prospect to self-reflect and vocalize buying signals.
Ask things like:
- “Does this proposal seem like it would address your current challenges?”
- “Based on the ROI we just discussed, does moving forward make sense for your growth goals?”
- “What factors are most important to you as we finalize this decision?”
The questions should be open-ended but targeted.
Structure them to prompt affirmative responses.
For Example
You’re finalizing a deal with a prospect who needs cost savings and scalability.
Ask “Based on the 10-15% cost reduction we estimate, are you satisfied we’ll deliver significant savings?”
Follow up with: “And in terms of scalability, our capacity to support doubling your customer base would meet your growth needs, correct?”
The prospect affirms yes to both.
Now ask: “Shall we go ahead and finalize the contract to get started?”
The yeses accumulate into a closed sale.
5. Analytics Close
Some prospects want proof.
Give them the data to close logically.
This technique provides logical buyers with data-driven justification to say yes.
You supply quantifiable demonstrations of your product’s benefits.
Show how you’ll deliver clear ROI in actionable metrics.
Build a compelling fact-based case for your solution.
Some stats that sell:
- Detailed cost-benefit breakdowns
- Benchmark data or case studies
- Data demonstrating impact on key business goals
Back your claims with credible third-party research or guarantees.
Logical prospects appreciate hard proof over hype.
For Example
A prospect asks you to quantify how your supply chain software will improve inventory costs.
Don’t make vague promises like “significant savings.”
Analyze their operations and build a forecast demonstrating how you’d reduce the spend by 14% in 12 months.
Present the airtight numerical case.
Numbers don’t lie.
For logical buyers, calculated analytics close deals.
6. Now or Never Close
Capitalize on limited-time offers to trigger action.
The “now or never” close generates urgency by framing your deal as a one-time offer.
This scarcity principle increases desirability.
People instinctively want what they can’t have in the future.
But use this technique carefully. You don’t want to come off as manipulative.
Base your time limits on real factors like limited inventory, impending price increases, or special discounts.
Present these time constraints as outside your control.
Say things like
- “This pricing is only guaranteed through the end of the quarter.”
- “We currently have the inventory but our supply is limited.”
- “I won’t be able to extend the 25% discount beyond next week.”
Your proposal expires soon. It’s now or never.
This ticking clock pushes hesitant prospects into action.
For Example
You’re selling software to a prospect who’s taking too long to decide.
Say:
“I just checked and we can provide you with perpetual licensing if you sign this week. However, our model is shifting to subscription-only starting next month. So we need to get your order in within the next 7 days or that perpetual option will not be applicable.”
You’ve created urgency without being pushy.
The prospect will likely accelerate their decision-making to capitalize on the expiring incentive.
7. The Hard Close
Sometimes you need to ask point-blank for the sale.
The hard close is exactly what it sounds like – a direct, unambiguous request to buy.
This final ultimatum demands a firm yes or no.
Use it when you’ve presented your case but the prospect keeps stalling.
And when you have nothing to lose.
Make your pitch. Then plainly ask for their approval:
- “Given everything we’ve discussed, are you ready to move forward with the purchase today?”
- “I’ve addressed all your concerns to this point – shall we go ahead and sign the agreement?”
- “Does this proposal give you everything you need to say yes?”
Avoid sounding overly pushy or desperate. Be politely persistent.
Make it clear signals are go and you both should proceed.
The hard close brings matters to a decisive head. The prospect finally commits one way or the other.
For Example
You’ve shown a prospect how your software improves efficiency.
But they keep taking a lot of time in decision-making.
Make your final case clear:
“Based on the ROI analysis, this solution delivers everything you said you’re looking for. I’m confident we’re the right fit. Are you ready to sign today so we can get you implemented immediately?”
Here you’ve directly asked for a firm yes/no.
The prospect will either commit or reveal the true sticking point.
Either way, you get a resolution.
8. The Summary Close
The summary close reiterates the value and benefits of your solution.
You want the last thing your prospect hears to be your strongest selling points.
Use sentences like :
- “As we’ve talked about, our platform will increase your sales conversion rates by at least 20%.”
- “As agreed we’ll deliver the fastest turnaround times, expanded team support, and robust security.”
Close by asking for a commitment or next step.
For Example
You’re finalizing a deal with a prospect who needs cost optimization and scalability.
Summarize:
“To recap, we’ll reduce your costs by consolidating suppliers, and our cloud platform provides the scalability to handle doubled transaction volume. This directly delivers the cost and scale benefits you want.”
Then ask for the next step:
“Does this summary capture the core value you’re looking for? If so, let’s schedule a call to finalize the statement of work and get started.”
The summary close keeps everyone laser focused on why you’re the right choice.
9. Minor Point Close
Get small yeses to build commitment.
The minor point close gets prospects to agree to small concessions first.
These mini-wins build psychological buy-in that sets up the ultimate yes.
Find a trivial point of agreement:
- “We agree that more targeted messaging would increase conversion rates, correct?”
- “You need the software to work on both Mac and PC, right?”
- “Faster reporting turnaround is crucial, right?”
Then parlay these micro-commitments into a larger agreement:
- “Since higher conversions are important, shall we move forward with the landing page redesign?”
- “And because cross-platform compatibility is key, let’s get the licenses signed today.”
- “Given the importance of fast reporting, I can have the digital dashboard ready for you next week.”
Small yeses lay the groundwork for big yeses. Get them nodding early to lower resistance later.
For Example
You’re presenting security software to a prospect concerned about data breaches.
Get agreement on a small point: “So protecting your customer’s data is crucial for your right?”
Then go for commitment: “Since safeguarding data is pivotal, let’s schedule installation of our software to start shielding against breaches.”
Getting prospects to say yes from the start eases them towards the ultimate yes.
10. Conditional Close
Map their path to yes using “If…then…” statements.
The conditional close lays out scenarios in which the prospect says yes if certain needs are met.
You present conditions that lead to agreement.
Use an “if/then” framework:
- “If I’m able to get the price down to ₹X, then we’d have a green light, correct?”
- “If we bundle in premium support at no extra cost, then would you be ready to move forward today?”
- “If we guarantee 10% in cost savings, then you’d be willing to sign ?”
This technique helps identify any final objections hindering the sale.
Once you satisfy their conditions, circle back and confirm the deal. The stage is set for a closed sale.
For Example
A price-sensitive customer is requesting a discount. Try a conditional:
“If I can get approval for a 10% price reduction, then would you be ready to complete the paperwork and onboard next week?”
Here you’ve outlined a clear path to a yes while locking them into agreement. By meeting the condition, you pave the way for a commitment.
11. Sharp Angle Close
Give something, get something.
Offer a concession to advance the sale.
Sometimes prospects demand discounts, extras, or contract changes that reduce your profitability.
Rather than compromise on everything, offer measured concessions through the sharp angle close technique.
Here’s how it works:
First acknowledge their request: “I understand you’d like us to reduce the price.”
Then offer a smaller concession tied to something you want: “I may be able to come down 5% on price, if you’re willing to sign by EOM.”
Essentially, you angle for a commitment by giving a little.
This retains control versus fully accommodating demands.
Use this technique sparingly to maximize margins on key deals.
Sharp angle closes let you tactfully stand your ground while inching towards alignment.
12. Balance Sheet Close
Visually weigh the pros and cons together.
Some prospects struggle to decide between choices.
The balance sheet close helps tip scales through visual evaluation.
Sketch out two columns – one for Company X, and one for you.
OR
One for “delaying the purchase” and one for “purchasing your solution now”
List pros and cons side-by-side.
Visualizing this comparison favors your strengths.
Seeing your solution’s advantages in their own handwriting builds conviction.
As you note their needs down in the left column, tailor your list to meet each point.
Once complete, summarize how you win out:
- “Based on everything here, it looks like we’re clearly the right fit.”
- “I think this makes the choice pretty apparent – shall we move forward?”
Don’t force the issue if they disagree.
But usually, the balance sheet close helps crystallize and sway decisions through visualized value.
For Example
A prospect is deciding between two HR software vendors.
Propose a balance sheet: “Let’s make a quick chart listing pros and cons for Vendor A vs YOU. This will help clarify which aligns best with your needs.”
As they articulate points, tailor your column to show you meet their criteria better.
The visual exercise builds organic conviction in your solution.
13. The Ownership Close
Help them envision life with your product (as if the prospect has already bought your product).
The ownership close has prospects imagine they already own or use your solution.
Visualizing the enjoyment of benefits builds intuitive desire.
Use phrases like:
- “Imagine how much quicker your daily workflow will be with our software.”
- “Picture yourself leveraging our analytics to inform strategic decisions.”
- “I can just see our equipment improving output and efficiency for your team.”.
Once they’ve visualized success, propose crafting a plan to make that vision a reality.
The ownership close sells them on an aspirational outcome powered by your solution.
For Example
Suppose you’re selling software to an accounting firm, help them imagine daily use:
“Picture how much faster month-end close will be when you’re using our reporting tools. No more staying late to compile results! You’ll seamlessly create financial statements in a few clicks.”
Painting a personal ownership vision goes beyond a feature checklist.
The prospect starts acting like your solution is already theirs.
14. The Consultative Close
Focus on crafting the optimal solution, not pressuring for a sale.
The consultative close involves collaborating with prospects to understand their world and craft tailored solutions.
Here you act as a trusted advisor rather than a salesperson.
Ask thoughtful questions:
- What problems do you deal with daily?
- How would you ideally want to interact with this product?
- What does your workflow look like?
Recommendations should solve for their needs, not just pitch product specs.
Provide ideas, not demands.
By prioritizing their interests first, you build authority and implicitly move towards a sale.
The consultative selling approach feels natural rather than pushy.
For Example
A company needs help improving its customer service operation.
Don’t pitch programs. Consult!
Ask: “What does your typical customer service interaction look like? Where do reps struggle most?”
Listen closely.
Then advise: “Based on the bottlenecks you described, I’d propose customized empathy and de-escalation training for your team. This could significantly enhance first-call resolution rates and customer satisfaction. Does focusing on that first make sense?”
The consultative close earns business through expertise rather than pressure.
15. The Cost of Delay Close
Remind them of what inaction can cost them.
Stalling prospects underestimate the costs of delaying a purchase.
The cost of delay close spotlights what they’ll lose by not going with your solution now.
Highlight specific consequences of postponing:
- “If we wait 3 months, you’ll miss taking advantage of peak season demand.”
- “With the old system, you’ll continue losing X time in monthly productivity.”
- “Delaying roll-out beyond this quarter means your team will have to live without these features even longer.”
Politely convey the mounting price of delay.
More lost revenue, wasted time, lost productivity, unrealized gains etc.
For Example
A prospect is pulling back on a new sales automation software purchase despite needing it.
Highlight costs of delay: “Sticking with the old system means losing ₹X/month in sales from inadequate automation. Signing this week lets us increase your revenue immediately.”
The cost of delay closes pressures politely by revealing the impacts of waiting.
Prospects need reminding of what inaction will cost.
16. The Fear of Missing Out (FOMO) Close
Leverage the power of social proof.
FOMO, or fear of missing out, is the anxiety that others are having rewarding experiences that you’re not.
Use this in your closing.
Point out desired benefits competitors or peers are gaining, like increased sales or lower costs.
The prospect doesn’t want to miss out either.
Or highlight how limited the remaining inventory is, implying short supply.
But use this technique carefully – you want urgency, not manipulation.
Focus on genuine FOMO they’ll have if they delay purchasing from you.
With the right framing, nobody wants to be left behind. FOMO closes leverage our innate herd mentality.
For Example
A prospect is hesitant on your sales intelligence platform.
Spotlight adoption: “We just signed on Company X last month. Their sales team already seeing great gains in terms of finding the right leads and generating qualified calls “
This showcases your solution as hot and scarce.
The prospect will worry about losing ground if they don’t act now.
17. The Take Away Close
Take something from your solution to match the prospect’s price expectation.
Sometimes price is the key sticking point for prospects.
They may request steeper discounts than you can feasibly provide.
If a prospect is stuck on a certain price, remove or restrict features or services you would normally include and present the discounted offer.
- “To get the pricing down to your range, I’d have to remove the premium support package – we’d only be able to provide email support.”
- “Eliminating the X product feature would allow me to take 10% off the annual license fee.”
- “We can get close to your budget if we take away the API integration module – but integration would need to be done manually.”
Usually, when you do this, the removal of the feature will bother the prospect more then the proposed price
For Example
A prospect wants a 10% price chop on your email automation software.
Counter: “I can get to 10% off, but to do so I’d need to remove the A/B testing feature – you’d have to manually do the task instead.”
18. The Doorknob Close
Surface new information at the end of a discussion.
The doorknob close introduces compelling new details just as meetings wrap up.
It re-piques interest when you’re about to leave.
Wait until standing up ready to depart.
Then casually mention something intriguing:
- “Oh by the way, I almost forgot to mention we finally integrated with Platform Z.”
- “Before I close, just wanted to let you know we’re offering $100 off for anyone who signs this month.”
- “We just added a premium support option at no extra cost.”
This pause as you reach for the doorknob catches their attention.
Time this close strategically as you’re departing.
The surprise fuels urgent curiosity.
For Example
You’re walking out after an initial software demo.
At the door, add: “I meant to mention we finally launched the mobile app integration I know you were interested in. It really optimizes field workflows. I’ll send you a demo video showing how it works.”
This well-timed revelation plants intrigue.
The prospect will want to immediately learn more, driving further engagement.
19. The Columbo Close
Use confusion to draw them out.
Taken from the classic TV detective series “Columbo“, this closing technique uses the famous one liner – “Just one more thing…”
Act politely confused and ask clarifying questions.
If the prospect says no, respond:
- “Help me understand what issues are still causing hesitation?”
- “What am I missing here? I want to make sure I have the full picture.”
- “What would need to change for you to be ready to move forward?”
This makes the prospect explain themselves.
Draw out their objections and resolve them.
Never argue. Be respectful.
This could uncover the real sticking points so they can be addressed.
For Example
Prospect: “Sorry, your proposal just isn’t right for us.”
You: “I appreciate the feedback. Just for my understanding, can you help me with areas that didn’t align with your needs so I can improve for the future?”
The Columbo close squeezes out the truth.
Once objections surface, you can counter and turn the tide.
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How to Close a Sale?
1. Understand the Customer Needs and Pain Points
In sales, it’s paramount to first recognize exactly what the customer is grappling with.
Like peeling back layers, we need to delve deep into understanding their specific problems.
How does our product or service alleviate these pain points?
Remember, a solution isn’t really a solution unless it tangibly addresses a customer’s need.
We’ve all seen sales falter when the product doesn’t quite fit the customer’s puzzle.
2. Find the Right Decision-Maker
Sales professionals should always be conscious of their time.
Talking to a wrong prospect who doesn’t hold decision-making power is not a smart utilization of time.
That’s why you need to develop an Ideal Customer Profile (ICP) to direct your efforts in the right direction.
This basic information should be a part of your ICP:
- Industry
- Company Size
- Job Title
- Revenue
- Tech Stack
- Geography
This information will help you narrow down your outreach only to the right prospects.
In my experience, identifying the right decision-maker early in the sales process can be the difference between a prolonged chase and a fruitful conversation.
3. Effective Communication and Engagement
After identifying the right decision makers, its time to start a conversation with them.
The initial outreach is critical. It’s not just about finding the lead but engaging them effectively.
Send personalized emails that talks more about their pain points, and not about your product / service.
Customize your elevator pitch to each buying persona.
Remember, the aim is to get a meeting, not to sell right off the bat.
4. Highlight Product Benefits Over Features
Features tell, but benefits sell.
This is a mantra worth repeating.
In every call or email, your focus should be on what your product can do for them.
Show them the benefits they will get when using your product.
Because that’s what they cares about.
4. Highlight Product Benefits Over Features
Features tell, but benefits sell.
This is a mantra worth repeating.
Research done by Sales Insights Lab mentions that top performers brings up the product features 63% less in their conversations
In every call or email, your focus should be on what your product can do for them.
Show them the benefits they will get when using your product.
Because that’s what they cares about.
5. Create a Sense of Urgency
Urgency is a subtle art.
It’s about creating a compelling reason for the customer to act now.
But beware, there’s a fine line between creating urgency and being pushy.
In my experience, the best way to create urgency is not through pressure but by offering something that aligns with the customer’s interests
Few examples are
- Limited-Time Offers
- Highlighting Immediate Benefits
- Showing what they will lose if they dont act now
- Competition references
- Success stories / case studies
6. Handling Objections
Objections aren’t roadblocks; they’re stepping stones.
It tells that the prospect is still interested in moving forward but there are some concerns stopping them.
The key lies in being pre empting those and address them effectively.
These objections can come in various forms, such as questions, concerns, doubts, or hesitations.
Sales objections can arise at any stage of the sales cycle until you have closed the deal.
It’s important to note that objections are not always negative; they can also be seen as opportunities for further clarification and understanding.
You can use the AARC Framework we covered in this objection handling blog to handle objections effectively.
7. Build Trust and Credibility
Sales isn’t just transactional; it’s relational.
With every interaction you must ask yourself that – Did my credibility went up or down in font of the prospect
Building trust with your prospect is crucial.
How? By being genuine, showcasing your expertise, and using real-life success stories and testimonials.
When customers see that others have succeeded with your product, it adds layers of credibility.
8. Continuous Learning and Adaptation
Finally, every sale, won or lost, is a learning experience.
Since the market changes and the customer’s buying process evolves , so should our strategies.
Reflect on your sales processes, learn from feedback, and adapt.
