7 Best Sales Closing Techniques for Small Businesses and Mistakes to Avoid

Sales closing techniques are tactics used to close a deal. First, you’ll need to convince your lead that they should sign up for your service or purchase a product. These closing techniques are helpful when you’re transitioning from your pitch — or the time you talk to prospects about the benefits of your product and how it can benefit your lead — to when they agree on a sale. Although it sounds simple, it’s not as easy as it sounds. 28% of sales reps note that closing a deal is the hardest part of the sales process.

Most Powerful Sales Closing Techniques

1. The Now or Never Close

This sales closing technique is also referred to as the urgency close. It occurs when the salesperson places a bit of pressure on the prospect and forces them to make a decision. This is particularly effective when combined with an enticing discount or a freebie included as a limited-time offer.

The now or never close technique is beneficial when you have a prospect on the fence about whether or not to purchase your product. Instilling a sense of urgency and fear helps your prospect feel as though they are missing out on a special, fleeting offer.

2. The Summary Close

Another way to close a sale is the summary close. This technique presents a closing argument after thoroughly going through the facts or addressing the prospect’s concerns. This closing statement doesn’t need to include new information, but it is a way to highlight the pros of going with your business and guiding the individual toward a logical solution. You help your prospect consider your offer by painting a clear picture for them.

This is an ideal tactic when you have already discussed and evaluated your offerings with them over an extended period. It can switch the conversation from a discussion to the time to make a decision.

3. The Question Close

As the name suggests, sales managers and other sales reps might use the question closing technique to help provide solutions for the prospect while simultaneously revealing any objections the prospect might have. It can be helpful to use in the qualifying process and helps to close sales.

When talking to a sales prospect holding cards close to their vest, is an ideal sales closing technique. First, it helps to draw out information from them, allowing you to address their concerns or challenges facing their business. You can even use a question to pitch the close to unveiling any hesitations the prospect has.

4. The Assumptive Close

Let’s say you are a sales rep pitching to a prospective customer. If you get through your pitch and sense that you have checked all the boxes for which the prospect is looking, this is referred to as the assumptive close.

You consider the deal as good as done as you can tell the prospect is interested in everything you’re saying. This technique is beneficial as it gently guides the prospect to move forward but it doesn’t give them time to come up with additional concerns or reasons why they shouldn’t be moving forward with your company. You can use language such as “Does next Monday work to start the onboarding process?”

5. The Take Away Close

Here’s another sales closing technique to consider that plays into the psychology of your prospect. The takeaway close consists of going over specific features of your offer and suggesting that the prospect forgo some of the elements to save money (or time). Laying everything out on the table and then taking some things back will play a mind game with your prospect. This strategy shows that humans hate to lose something whether or not they already own it. Taking something away from your customers can entice them to move forward with the sale. They are afraid to lose anything on their wish list.

6. The Soft Close

Another popular sales closing technique is referred to as the soft close. This occurs when the salesperson asks for the sale without being overly pushy. The rapport is maintained so that your potential customer doesn’t feel as if they are being backed into the corner and has no choice but to purchase your product or service.

This is more of a consultative approach to sales that help your potential customer feel as though you’re partnering with them to find success. This is much more appealing to them than feeling like the conversation is purely transactional.

7. The Ownership Close

The ownership close is similar to situations such as car salesmen making a pitch and talking to you as if you already own the vehicle. For example, they could ask questions such as if your garage needs upgrading, how often you plan to take the car on a road trip, etc. In this sales process, the seller instills the idea that the buyer already owns the product and can picture it being used in various ways.

By painting the picture of how your prospect’s life will change for the better, you can seal the deal by sprinkling in facts and key metrics that are impossible to overlook. Bridging this mental gap makes it easier to close the deal.

What do you think? Maybe you’d like to read on? Head on over to the full article HERE for more ideas and perspective on How to Close a Sale: Tips for Small Business Sales Reps and 5 Sales Closing Mistakes to Avoid.

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