Sales closing
techniques
that work

Want to significantly increase your sales? If your answer is "yes", then this article is just for you.

First things first, let's define closing. Closing is the name given to making a sale. This phrase finds its roots in the world of real estate. The final step in the transaction is the closing. In the more general realm of sales, it is used more generically to mean the realization of the desired outcome which is likely to include the exchange of money or the receipt of a signature.

This article will feature a number of great sales closing techniques that, if used correctly, can result in an increase in sales. Bear in mind that you will need to invest time into learning these techniques. Mastering these techniques will take time, patience, and a considerable amount of practice.

B2B sales are more rational than other sales transactions. There are usually multiple decision-makers in this process. A B2B sale can be closed only when:

After handling those two factors, you can proceed to implement one or a combination of these closing techniques.

Asking when a customer will be ready shifts their mind into making a decision on when they will be buying rather than if they will be buying. You can achieve this by asking questions such as:

A pro tip for this technique is to set up a deadline to return the signed contract.

Here is where paperwork can be more than something stressful to handle. You can offer to start working on the paperwork to help the customer move forward with a positive decision. To do this, you could say:

This closing technique leverages the customer's potential desire for the sales transaction process to be over quickly. By suggesting that moving forward with a draft of the contract will reduce the time gap between making the decision and getting the benefits of the product or service, you will help the client to make a decision with more urgency. You could say:

Similar to offering to begin the paperwork, this technique helps to move the client forward in the process. This can help you to break through the client's cloud of indecision. You can ask questions such as:

Don't forget to establish a deadline for the client's decision.

Asking "if" questions can help you to get an understanding of where the client is in the decision-making process. Their responses to these questions can give you the information you need to then apply another technique such as the 'Ask to Sign the Contract' technique. Here are some examples:

Highlight a limited offer to emphasize the urgency of the decision that the client needs to make. Be sure to build limited offers into your pitch so that this is done ethically. Here is an example of how to use this method:

Mention to the client that you went ahead and got some special approval from higher management to be able to give them a specific offer. This will make the potential buyer feel as if they are benefiting from special treatment. You could say:

Using the 'Choice with No Choice' is effective in eliminating the prospects of your client backing out of the transaction. Just like the 'Ask When They Will Be Ready' method it moves the customer's mind from whether they will be buying to when they will be buying. This could be asked like:

Be sure to establish a deadline when using this technique.

Offering a free trial is always a powerful strategy. Amazon and many other platforms use this strategy and reap great benefits. Here is a sample statement:

A pro tip in executing this technique is to set up a deadline to decide after the trial.

Help your client to understand the value they are getting by accepting your offer. Here's an example:

Informing a client that there is competition surrounding what is being offered has always been and will always be a powerful strategy. The client will begin to consider the opportunity cost of taking too long to decide and ultimately make a decision.

Do not be too pushy with this technique as it can backfire.

If the client is consistently saying they are unable to commit to the full package, offer a smaller version of what you are pitching. After trying a smaller version, they will be more willing to go big next time. Here's an example: