Introduction

Imagine that the exchange between you and your prospect has been going very smoothly so far, and they only need one final push to decide on their investment. Unfortunately, the conversation goes south at the last minute; all your previous efforts now go down the drain! 

That’s why learning about the different types of sales closing techniques is just as important as the sales opening — if not more. Based on our research, let’s examine some of the most effective options.

What Is A Sales Closing Technique?

The purpose of sales closing is to close a deal at the end of the conversation (Image source: Pexels).

A “sales closing technique” refers to an approach or method agents use toward the end of their conversation with a prospect. The goal is to conclude their pitch positively with a desired outcome, such as a purchase, signed contract, deposit, or the prospect agreeing to the next step in the sales process.

There are hundreds of closing techniques to choose from. However, an effective technique should:

• Get straight to the point without being confusing or overly wordy
• Consider the customer’s needs, preferences, and buying style
• Not become pushy or aggressive; the customer must be slowly and gently guided toward the final decision 

8 Different Types of Sales Closing Techniques That Work

Making Assumptions

With an assumptive close, you will skip directly to the specifics of finalizing the sales, asking questions that presume the prospect has already made their decision. 

This approach indicates your extreme confidence in both the product’s value and the customer’s satisfaction. If they were still on the fence, your final push would prompt them to confirm the purchase quickly! 

Examples: 

• "Great! So, which color would you prefer?" (assuming they've decided to buy)
• "Would you like to pay with cash or credit card today?" (assuming they are going to pay now)
• "Would you like me to schedule the installation for next week?" (assuming they want to install the product)

Offering Another Option

Is there any area where your prospect hesitates, such as price, features, or payment terms? If that’s the case, you should offer different versions of the product to increase the likelihood of finding the right solution. They could involve: 

• Offering a lower-priced version with fewer features.
• Highlighting a bundle or package option that addresses their specific needs.
• Suggesting alternative payment terms like installments or financing options.

Examples:

• "The standard payment option is a one-time upfront cost. However, we also offer flexible payment plans over several months, which might better suit your current budget.”
• “I understand the full package might be slightly out of your budget now. However, we offer a starter package with the core features at a lower price point.”

Asking Sharp-Angle Questions

You can use this question to nudge them faster towards the final decision (Image source: Pexels). 

When the customer requests to know more about any product feature, it’s your chance to use a sharp-angle question to address their concern while subtly nudging them towards making a decision! 

However, this question must be phrased carefully and delivered with the right tone; you wouldn’t want to appear offensive or manipulative. Also, from our experience, the technique is best used to address minor concerns only, not major deal-breakers. 

Examples:

Customer: "Are all the features in this package necessary?”

You: “Yes, actually, but we have another alternative if you do not need some of the features we discussed. Since you mentioned [a specific need], which feature in this package would be most valuable for you?”

Urging Them To Act Quickly

Another excellent tactic is to motivate the customer to make a purchase decision as quickly as possible. You can highlight factors that create a sense of limited time, such as special deals, discounts, or promotions with a specific deadline. 

Nevertheless, like other techniques, we suggest you use this one cautiously. If the sense of urgency feels forced or fabricated, it might hinder rather than accelerate the sales process!

Examples: 

• "This special offer is only valid until the end of the week, so don't miss out on this chance to save!" (limited-time offer)
• "We only have a few units left in stock of this popular model, so if you're interested, I recommend securing yours today." (scarcity)
• "Prices are subject to change due to rising material costs, so locking in the current price might be beneficial for you." (potential consequence of delaying)

Giving Them A Professional Opinion

You should position yourself as an advisor rather than just a sales rep (Image source: Freerange Stock). 

Do you want to position yourself as a trusted advisor rather than just a salesperson? Then, you should focus on providing the prospect with valuable advice tailored to their situation; it will foster trust and increase the likelihood of a positive outcome.

Of course, this technique does not always lead to an immediate sale, as the customer might take time to consider your recommendation. But even so, it can still lay the groundwork for a future purchase and help build long-term customer relationships. That’s why we recommend using this technique whenever applicable. 

Examples:

• “Since you need a reliable and efficient laptop for everyday tasks, I recommend this specific model. It offers a great balance of performance and affordability, and its long battery life would be perfect for your mobile work style!”
• "The first option might seem appealing at first glance. But considering your long-term goals and budget constraints, this alternative might be a better fit as it offers a more sustainable solution in the long run."

Summarizing All The Points

It’s time to recap the key points discussed throughout the sales pitch! This approach aims to reinforce your value proposition and confirms both parties are on the same page. 

You can briefly highlight the specific features and benefits of the product that directly address the customer’s challenges. If there’s any particular area where the customer expressed positive sentiment or agreement during the interaction, you should also bring it up again. 

Examples:

• “As we discussed, this software will help you save time on data entry tasks, improve accuracy, and generate reports more efficiently. You mentioned that these were your key priorities, and I believe this software can significantly address those needs. Would you be interested in moving forward with a trial today?"
• “We've covered the features of this phone plan, including unlimited calls and data, perfect for your on-the-go lifestyle. You seemed particularly interested in the international calling option, which we can definitely accommodate. Are you ready to activate your new plan today?"

Offering A Cheaper (But Not As Attractive) Option

You can give them a down-sell option if they still hesitate (Image source: Stockvault). 

Does your prospect hesitate about the price or features of the original option (often the premium or standard package)? One of the best responses to such concerns is introducing a lower-priced alternative with fewer benefits. 

Of course, the goal is to persuade our prospects to invest in the first one. But even if they choose the down-sell option instead, it can still lead to a positive customer experience and open doors for future upsells or repeat business. There’s nothing to lose here!

On another note, be careful with your wording; if not presented well, your second option might create the impression that the first one is overpriced or not worth trying.

Examples:

• “We do offer a starter package with the core features at a lower price point. It might be a good option to get started, and you can always upgrade to the full package later if needed."
• “We have a basic plan that covers the essentials at a more affordable price. While it doesn't include features like X and Y, it might still be a good fit for some of your current needs."

Ben Franklin Close

Also known as the Balance Sheet Close, this technique allows you and the prospect to create a list of the product’s pros and cons together.

During the process, you will understand which aspects are most important to the customer. From here, either nudge the customer to recognize the pros outweigh the cons or use the list as a springboard to address their remaining concerns! 

Better yet, since the customer feels involved in the product evaluation, they will be much more likely to make a positive decision in the end. 

Examples:

• “To help you weigh your options, why don't we create a quick list together? What are some of the key benefits you see in this product that aligns with your needs?" (lists pros together)”
• "That's a great list of pros! Is there anything else you're considering that might be a potential drawback for you?" (lists cons together)”
• “Okay, so we have a good overview of both the advantages and some minor considerations (addresses concerns and guides towards a close).”

Some Mistakes To Avoid During And After Closing Sales

Discounts are great, but use them wisely! (Image source: Flickr). 

• Unaddressed objections will become roadblocks to your success. You should listen carefully to customers’ concerns and provide clear, confident responses to each of them.
• Discounts can be a powerful sales tool. However, offering them too readily can devalue your product and set a precedent for future sales conversations.
• After closing the sales, reaching out to prospects demonstrates continued interest and keeps the potential sale moving forward. Forgetting to follow up - especially after an initial interaction - is a deadly mistake!

Conclusion

Our article discussed 8 different types of sales closing techniques, each with its own strengths and drawbacks. 

Excessive usage of these tactics might compromise your sales pitch beyond saving, so observe the conversation flow to apply them appropriately. You can also use StringeeX to monitor customers’ behaviors on different social media platforms before reaching out; that will certainly increase your chance of success!

For more tips on cold-calling scripts, click here.