Closing a sale is a key part of the sales process where you finalize the deal with the customer. There are different ways to close a sale, and the approach you take usually depends on how things went with the customer during earlier stages. Learning the right techniques for closing can help you build a stronger connection with customers and increase your chances of making the sale.
In this article, we’ll cover 18 different ways to close a sale, from giving buyers options to highlighting the limited availability of a product or service.
How to Close a Sale?
After you’ve introduced your product or service to a potential customer, it’s important to pick the right moment to close the deal. You can use different techniques to wrap up the sale, depending on how the customer reacts to your pitch. No matter which method you go with, focus on the parts of your product or service that the customer seemed most interested in during your conversation.
Here are 18 ways to successfully close a sale:
1. Offer a choice
If the potential buyer seems happy with your pitch, you can offer them a choice between two buying options to close the deal. This approach works well when the customer is already interested in your product or service. It helps steer them toward making a decision instead of turning down the sale, and it’s especially useful with repeat customers.
For example, you could say: “Now that I’ve gone over everything, would you prefer the gold package or the silver package?”
2. Identify barriers
If a customer seems unsure about buying, ask them what’s holding them back. By understanding their concerns, you can address each one and maybe convince them to move forward. After you’ve handled their objections, ask if they’re ready to make the purchase.
For example, you could say: “Is there any reason you wouldn’t want to buy this product to achieve your goals? If I can resolve that issue, how soon would you be ready to move forward with the purchase?”
3. Ask for the next steps
A more low-key way to close a sale is by asking the customer how they or their company usually make purchasing decisions. Keep asking questions until you fully understand the process, so you can follow up more effectively later.
For example, you might ask: “If you choose to buy this product, what are the next steps? How long does it usually take to finalize similar deals? Who is involved in the decision-making process?”
4. Prompt agreement
A good way to influence your buyer is by quickly recapping how your product benefits them and asking for their agreement. This approach works well with customers who’ve already shown interest and helps show that you value their input.
For example, you could say: “From what we’ve discussed, it seems like the bronze package would be a great fit to help your company meet its performance goals. What do you think?”
5. Propose your help
If you’re dealing with a customer who’s unsure if your product will help them, try asking about their current challenges and offering a solution. This might mean doing some research on their company or situation before trying to close the deal. By showing that you understand their problem and offering to help, you can build trust and encourage a sale.
For example, you could say: “I heard you recently hired 100 new employees and need better scheduling software. Would you like my help in managing their schedules more easily with the software we discussed?”
6. Build rapport
Building rapport helps create trust between you and your customer. Stay in regular contact with potential buyers to keep them ready to make a purchase. Also, practice active listening when they talk about their goals, showing you’re genuinely interested in helping. Forming a personal connection can make their experience better and improve how they feel about your products.
For example, you could say: “It’s been great working with you today, and I’d love to be your go-to supplier for office stationery. Let’s make it official and start helping your department run more smoothly. When can we meet again to finalize the contract?”
7. Increase value
Offering an extra benefit can really encourage a customer to go through with their purchase. Think about adding a free item or an upgrade to show them that what you’re offering is worth the price. If they’re still hesitant, you could even offer them free access to sweeten the deal.
For example, you might say: “If you buy the full software package, I can give you six months of free access to our exclusive database.”
8. Suggest a trial
For a buyer who’s unsure, suggesting a free trial can be a great idea. This gives them a chance to try out the product or service without any commitment. Plus, it allows you to help them with any questions and explain different features in more detail. When customers know they can back out later, they might feel more comfortable checking out what you’re offering.
For example, you could say: “How about you try these services for a few weeks? If you like them, I can extend your subscription.”
9. Set a deadline
Offering a special price or deal for a limited time can encourage customers to make a quick decision and save you time on each sale. This strategy works well if you regularly have discounts or promotions. Plus, it gives you a chance to answer any common questions customers might have before they decide to buy.
For example, you could say: “I can only offer this discounted price until the end of the week. Can you make a purchase by then?”
10. Create a sense of urgency
If your customer talked about a specific time frame for solving a problem, remind them that buying your product can help them get results faster. Make sure to highlight how quickly you can implement the solution. By referring to their deadlines, you can motivate them to move forward with the purchase.
For example, you might say: “If you want to fully automate your payroll by the next financial quarter, we should start implementing the program by the end of this month. Does that work for you?”
11. Explain consequences
If you sell a product that offers protection or security, you can close the deal by highlighting the risks a customer might face without your services. Focus on how your product can improve their situation. This can encourage them to make a decision more quickly.
For example, you might say: “Without a security system, your stores could be at risk of vandalism and theft. Are you ready to protect your assets and ensure your safety by investing in this system?”
12. Emphasize progress
As you wrap up a deal, use positive language that shows how buying your product can help your customers move forward in their life or business. Talk about how your product is essential for their success and encourage them by highlighting the progress they can make with it. You might want to quickly recap the key features to remind them why it’s important.
For example: “You’ve seen how this software can boost your productivity and streamline your work. Are you ready to enhance your team’s output and make the purchase?”
13. Focus on their goals
As you’re closing the sale, talk about the customer’s goals and explain how your product can help them achieve those goals. This shows you understand their needs and that you can be a trustworthy resource. Connecting their objectives with your product can encourage them to buy by highlighting the specific benefits it offers.
For example: “I see that your strategic plan includes digitizing all your training materials. This new line of copiers has a feature that automatically identifies important documents and uploads them to your website. Would you like to add this feature to your purchase?”
Also Read: 10 Tips to Boost Business Efficiency
14. Assume success
If you’re feeling good about your sales pitch, you might want to move forward without directly asking the customer what they want to buy. Instead, assume your pitch went well and ask when they can start working with you. This approach works especially well with customers you’ve talked to before who showed interest in buying.
For example: “When can I start helping you incorporate the product into your business?”
15. Be direct
Sometimes, a great way to close a deal is to ask the customer directly if they want to work with you. Share the main reasons why you think they would benefit from the purchase, and then see if they’re comfortable moving forward. This can help them make a decision faster, especially if you already have a good relationship.
For example: “By investing in this project management software, you’ll improve communication, boost teamwork, and manage risks better. Have I earned your business today?”
16. Plan to reconnect
Some customers might be interested in buying a product but can’t decide right away. In this case, it’s a good idea to set up a follow-up meeting for a later date when their situation might have changed. This gives them time to get the necessary approvals and get ready to use your product or service.
For example: “I know that setting up a new office isn’t your top priority until you train your staff this summer. How about we plan to meet in the fall to go over your options?”
17. Disclose scarcity
Customers are often more eager to buy if they think a product is in short supply. You can create a sense of urgency by letting them know there are only a limited number of items available. Just make sure to be honest in your offer, as this helps build trust.
For example: “I have the paperwork ready, but I can only offer five new software packages, and I expect to sell them all by the end of the month. Are you ready to make a purchase before they’re gone?”
18. Provide the option to customize
If you’re dealing with a customer who’s still unsure about buying, try offering to customize the product or service for them. If they have a specific budget, they might be more willing to buy if you can cut down on certain features to lower the price. Plus, they might later decide they want those extra features, which could help you close the original deal.
For example: “I remember you mentioned that the price was a concern. I can lower it if we remove the communication feature. Does that sound good to you?”
