Welcome to the sales world, where the art of persuasion meets the science of strategy. In this thrilling arena, one moment stands out as the ultimate test of your skills: Closing the deal. It's the final round, the last hurdle; the moment of truth.
But fear not, for we've got your back. In this article, we'll explore 10 powerful closing techniques that will help you seal the deal and celebrate your victory.
So, buckle up and get ready to dive into the fascinating world of deal closing!
What is a deal closing?
Deal closing is the final step in the sales process where a prospect agrees to become a customer. It's the moment when all your hard work – from initial outreach and discovery calls to the product demos and negotiations – culminates in a successful sale. This is where a prospect's interest in your product or service transforms into a commitment.
But why is deal closing so important?
Well, it's simple. Without closing the deal, there's no sale. And without sales, there's no revenue. It's the deal closing that turns potential into reality, prospects into customers, and conversations into conversions.
10 closing techniques to close a deal
The stage has been set. It’s time for you to close the deal with your prospect! But, which closing technique are you going to use?
The assumptive close
The assumptive close is a powerful technique in the B2B sales world. This method operates on the assumption that the customer has already decided to make a purchase. The salesperson steers the conversation towards finalising the details of the transaction, such as delivery dates or payment terms, rather than asking if the customer wants to buy.
For example, a salesperson might say, "So, shall we arrange for the delivery of your new software suite next Tuesday?" This statement assumes that the customer has already decided to purchase the software suite.
The pros and cons of using the assumptive close are as follows…
Pros
✅ Can expedite the sales process by skipping the decision-making stage.
✅ Can make the customer feel more confident about their purchase.
✅ Can create a smooth and natural transition to the closing stage.
✅ Can be very effective when the customer has shown strong buying signals.
Cons
❌ Can come off as presumptuous if not done correctly.
❌ May not work with customers who prefer to take their time with decisions.
❌ Risks misreading the customer's readiness to buy.
❌ May lead to customer dissatisfaction if they feel rushed or pressured.
The now or never close
The now or never close is a high-pressure sales technique that encourages customers to make an immediate decision. This method often involves exclusive offers or limited-time discounts that are only available if the customer commits to purchase straight away.
For instance, a salesperson might say, "We're offering a 20% discount on our annual subscription, but this offer ends today. Would you like to secure this discount now?"
The pros and cons of using the now or never close are as follows…
Pros
✅ Creates a sense of urgency that can motivate customers to buy.
✅ Can help overcome customer procrastination.
✅ Can create a win-win situation for both the customer and the salesperson.
Cons
❌ Can come off as pushy or high-pressure.
❌ May not work with customers who prefer to take their time with decisions.
❌ Risks damaging the relationship with the customer if they feel manipulated.
The summary close
The summary close involves the salesperson summarising the product's features and benefits, that the customer showed interest to during the sales conversation. This method helps remind the customer of the value they're getting, which can motivate them to purchase.
For example, a salesperson might say, "You mentioned that you're looking for a CRM system that automates lead nurturing, integrates with WhatsApp, and generates leads from LinkedIn. NetHunt CRM can do all of this and more. Shall we proceed with setting it up for your team?"
The pros and cons of using the summary close are as follows…
Pros
✅ Helps remind the customer of the product's value.
✅ Can be very persuasive when the customer is already interested in the product.
✅ Can be a natural and logical conclusion to the sales presentation.
Cons
❌ May not work if the customer is not already interested in the product.
❌ Risks overwhelming the customer if too many points are summarised.
❌ May come off as repetitive if not done correctly.
The question close
The question close involves the salesperson asking a question that makes the customer think about the benefits of the product or service. This method can help the customer visualise how the product or service will solve their problems or meet their needs.
For example, a salesperson might ask, "Can you imagine how much time you'll save each week by automating these tasks with our software?"
The pros and cons of using the question close are as follows…
Pros
✅ Helps the customer visualise the benefits of the product.
✅ Can be very persuasive when the question is thought-provoking.
✅ Can engage the customer and encourage them to think more deeply about the product.
✅ Can help uncover any remaining objections or concerns the customer may have.
Cons
❌ Requires the salesperson to craft a compelling and relevant question.
❌ May not work if the customer doesn't see the value in the product.
❌ Risks coming off as manipulative if the question is too leading or loaded.
❌ May lead to awkwardness or confusion if the customer misinterprets the question.
The puppy dog close
The puppy dog close is a technique that allows the customer to try before they buy. This method is based on the idea that once a customer gets to experience the benefits of a product or service firsthand, they'll be more likely to make a purchase.
For example, a salesperson might offer a free trial of a CRM system, saying, "Why don't you try NetHunt CRM for two weeks? You'll see how it can streamline your sales process and boost your team's productivity."
The pros and cons of using the puppy dog close are as follows…
Pros
✅ Allows the customer to experience the benefits of the product or service first-hand.
✅ Can be very effective when the product or service has the "wow" factor.
✅ Can build trust and rapport with the customer.
✅ Can reduce the customer's perceived risks of purchase.
Cons
❌ Requires the salesperson to have the ability to offer a trial or demonstration.
❌ May not work if the customer doesn't have the time or interest to try the product or service.
❌ Risks the customer deciding not to purchase after the trial period.
❌ May lead to customer dissatisfaction if the product or service doesn't live up to their expectations during the trial.
The scale close
The scale close involves directly asking the customer about their interest level in the product or service. This technique helps the salesperson gauge the customer's readiness to buy and address any remaining concerns they may have.
For instance, a salesperson might ask, "On a scale of 1 to 10, with 10 being 'ready to implement NetHunt CRM today', where would you say you are?”
The pros and cons of using the scale close are as follows…
Pros
✅ Helps the salesperson gauge the customer's interest level and readiness to buy.
✅ Can engage the customer and encourage them to express their thoughts and feelings.
✅ Can help uncover any remaining objections or concerns the customer may have.
✅ Can create a sense of progress in the sales conversation.
Cons
❌ Requires the salesperson to respond appropriately to the customer's rating.
❌ May not work if the customer is not honest or forthcoming about their interest level.
❌ Risks coming off as too salesy.
❌ May lead to awkwardness or confusion if the customer doesn't understand the scale.
The takeaway close
The takeaway close uses reverse psychology to encourage the customer to make a purchase. The salesperson suggests that the product or service might not be a good fit for the customer, which can make the customer more interested in it.
For instance, a salesperson might say, "NetHunt CRM might be too advanced for your current needs. It's designed for businesses that are looking to scale their sales operations significantly".
Here are the pros and cons of using the takeaway close…
Pros
✅ Can create a sense of scarcity or exclusivity.
✅ Can make the customer reconsider their decision.
✅ Can be effective in making the customer feel they might miss out.
Cons
❌ Can backfire if the customer agrees with the salesperson's suggestion.
❌ Might be seen as manipulative.
❌ Risks alienating the customer if done incorrectly.
The direct close
The direct close is a straightforward technique where the salesperson simply asks the customer if they're ready to make a purchase. This method is best used when the customer has shown clear signs that they are likely to buy.
For example, a salesperson might say, "You've seen how NetHunt CRM can streamline your sales process and boost your team's productivity. Are you ready to take the next step and implement our system?"
Here are the pros and cons of using the direct close…
Pros
✅ Straightforward and clear.
✅ Can expedite the sales process.
✅ Effective when the customer has shown strong buying signals.
Cons
❌ Might be perceived as too forward or aggressive.
❌ May not work with customers who are still undecided.
❌ Risks coming off as too salesy.
The Ben Franklin close
Named after Benjamin Franklin, this technique involves making a list of pros and cons with the prospect. The salesperson and the prospect work together to list out the advantages and disadvantages of the product or service, which can help the prospect see the value and make a decision.
Here are, ironically enough, the pros and cons of using the Ben Franklin close…
Pros
✅ Encourages collaboration between the salesperson and the prospect.
✅ Helps the prospect visualise the benefits and drawbacks.
✅ Can be a logical and structured approach to decision-making.
Cons
❌ May be time-consuming.
❌ Requires the salesperson to be knowledgeable about the product or service.
❌ Risks the prospect focusing too much on the cons.
The empathy close
This technique involves the salesperson showing empathy towards the prospect's concerns or objections. By understanding and acknowledging the prospect's feelings, the salesperson can build trust and rapport, making it easier to close the sale.
An example of the empathy close might sound similar to “I get your concerns about implementing NetHunt CRM, and how that might affect your internal processes. NetHunt CRM, however, is designed for maximum customisation and ease of implementation. We'll be right by your side to support you throughout the transition.”
Here are the pros and cons of using this technique…
Pros
✅ Builds trust and rapport with the prospect.
✅ Addresses objections in a compassionate and understanding manner.
✅ Makes the prospect feel valued and understood.
Cons
❌ Requires the salesperson to be genuinely empathetic.
❌ May not work if the prospect's concerns cannot be addressed.
❌ Risks coming off as insincere if not done genuinely.
6 best practices for closing sales
Just knowing the existing techniques isn’t enough to pull it off like a real pro. There’s more work to be done off-call, in order to provide your prospect with the best experience possible truly.
Here are six things to watch out for next time you’re closing a deal…
Understand customer needs
Before you close a sale, you need to understand what your customer needs. This involves researching your customer, understanding their pain points, and tailoring your product or service to meet those needs.
It’s also important to know what motivates your customers to make the purchase in the first place. Buyer motives are an important part of the sales process, and therefore an important part of closing.
You could even go as far as to say that buyer motives will define what closing technique you use with your prospects.
Some common motives behind your prospect’s decision to purchase are…
- Anxiety over missing out on benefits or trends.
- A requirement for the product or service to handle day-to-day operations.
- Prevention of future challenges.
- Buying for recognition or brand esteem.
- Your product provides value to their business that they can't get elsewhere.
- A desire to save time.
Build strong relationships
People are more likely to buy from someone they trust. No matter how well you execute a closing technique, if a prospect doesn’t trust you, it’s “sorry, we don’t think your product is going to be a good fit for us.”
Building a relationship with your prospect is crucial. This can be done by being genuine, showing empathy, and providing value in your interactions. It's about building trust and showing that you genuinely care about their success.
Once you’ve built rapport with your prospect, they’re more likely to carry on with the sale -- even if they’re still not 100% on board. The best time to build relationships is at the beginning, right off the bat from the discovery call. Relationship building is a constant process that never really ends.
Communicate value
Value-based selling is a very powerful tool in the sales arsenal. It's not enough to just list the features of your product or service. You need to communicate how it solves problems or improves a situation.
This is where your understanding of your customer's needs comes into play.
Your value proposition should clearly articulate why a customer should buy from you. It should highlight unique benefits and features of your product or service, and how it solves a problem or meets the customer's needs.
Dive into your prospect's challenges, goals, and pain points. The more you know about what they truly need, the better you can position your product as the solution. Instead of merely listing features, explain how your product or service will directly benefit the customer. Will it…
- Save them time?
- Increase their ROI?
- Reduce costs?
Social proof is also particularly effective as a method of communicating value to customers. Show your prospects a case study that illustrates how your product has been implemented to solve challenges similar to your competitors.
Additionally, make sure that any badges or awards that your company has are displayed proudly on your website and in your emails! This builds trust and ensures reputation as a worthy product to buy.
Learn how to handle objections
Objections are a natural part of the sales process. It's important to handle them effectively. This involves listening to your customer's concerns, addressing them directly, and providing a solution. It's about reassuring and demonstrating how your product or service can provide value.
Some common objections that you might encounter are…
- "I'm not ready to commit to a long-term contract."
- "Can we trial the product/service for a bit longer before deciding?"
- "I'm not sure about the return on investment."
- "Can we postpone the start date?"
- "I need more time to think about it."
All of these objections are a pain to encounter, especially during the closing stage. However, with enough practice and preparation, these objections become a piece of cake to navigate.
Give our articles about handling objections a read and watch objections become a thing of the past…
- 11 types of sales objections and 34 ready-made responses
- Turning ‘no’ into ‘yes’: A guide to handling sales objections
- “The price is too high”: How to handle price sales objections [+27 examples of rebuttals]
Follow up
Sometimes sales don't close on the first attempt. It's important to follow up with your customer, provide additional information if needed, and continue to build the relationship.
A well-timed follow-up can keep the conversation going, remind the prospect of your offering, and provide an opportunity to address any new questions or concerns they might have.
Here are a few tips on acing your next follow-up email…
- Wait 24 - 48 hours post-meeting to ensure you're still on their mind.
- Address them by name and mention a detail from your last conversation.
- Briefly remind them of a key benefit tailored to their needs.
- Offer a relevant article or case study that reinforces your product's value.
- Ask something like, "What more can I provide to help your decision?"
- Keep your message short and to the point.
- Offer a specific slot for a follow-up call or meeting.
- End with a straightforward action such as scheduling a call.
- Use tools such as the tracking pixel to monitor the effectiveness of your follow-ups.
- If prospects still don’t give a response after two or three tries, give them space.
Use the right technology
In today's digital age, sales reps have a plethora of tools at their disposal to help close sales. One tool, however, stands out as the single most important sales hub for pretty much everyone.
With a CRM like NetHunt CRM, closing processes improve due to…
- An organised database with a full record of customer interactions helps you get a better grasp of the customer's needs
- An enhanced understanding of the customer journey due to the collected data
- Automated follow-up reminders and configurable automated follow-ups ensure no deal gets left behind
- Automatic task tracking ensures your salespeople are always on top of things.
- Report generation functionality allows you access to real-time data and assists in making data-driven decisions when closing your customers.
How NetHunt CRM helps get more from closing sales techniques
With NetHunt CRM, your proficiency in closing deals, and much more, will be able to reach its true potential. This is thanks to…
- Increased visibility into the process of each individual sale thanks to the timeline right next to the customer card. This timeline shows all emails, messenger messages, call logs along with call recordings, and documents. As well as notes that you or your team leaves in the customer card for having a more complete profile of your prospects.
- Automating your follow-up emails with the help of our robust Workflows feature. This allows your team to focus more of their attention on the parts of the deal that require human interaction. All the while, an automated workflow makes sure your prospects receive personalised follow-ups, and creates a task for your salespeople while it’s at it!
- Visualised sales pipelines ensure that no lead falls through the cracks. Filter your database with a large variety of views, and create a pipeline where no lead would get stuck on the closing stage for too long.
Sales pipelines show the number of days a deal is on a certain stage, helping motivate a sales manager to write another follow-up. It also shows the sum of revenue sitting at every stage of the pipeline, also a great motivator for a sales manager to put in extra work towards closing those deals. Their commission depends on closed deals.
- Collaborative features allow your sales team to @tag other team members and collaborate on deals that might be a little too tough to crack for a lone salesperson. Add a summary of the calls, additional details about current challenges of a business, or anything else that helps you close the deal.
And there you have it, 10 potent closing techniques to help you transform conversations into conversions, prospects into partners, and potential into profits. Closing a deal is not just about the final handshake or the signed contract.
You must understand your customer's needs, build a strong relationship, and guide them towards a decision that benefits both parties.
Go forth and conquer the sales world with these powerful techniques. And remember, every 'no' is just a 'yes' waiting to happen. Happy selling!
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