Closing the Sale: Best Practices for Closing the Deal (2024)

Closing a sale is one of the most important parts of the sales process. Without the right sales closing strategy, you could be wasting time generating leads or pitching your product or service to potential customers who don’t end up buying.

Whether it is for sale Business to Business (B2B) or Business to Consumer (B2C)Using smart sales closing techniques can make all the difference in your bottom line. Learn more about the best sales closing techniques you can use and the step-by-step details of how to close a sale.

Sales Closing Techniques

Here are some common sales techniques to consider as part of your sales efforts: Sales Cycle:

Sharp angle close

This is a sales closing technique where you counter a potential customer’s question with an answer that is contingent on closing the sale immediately. For this technique to work, you need to give your prospect something they want in order to close the sale.

For example, if a customer asks for a software system to be installed for free if he or she buys it, the salesperson can use the sharp-angle closing technique.In the sharp-angle closing technique, the salesperson must have the authority to approve the prospect’s request before countering with a closing offer.

Test drive finished

This sales closing technique involves letting customers try your product or service for free and then getting them to buy it. The trial closing is also known as the puppy closing because people become attached to the puppy after they bring him home.

For example, a salesperson using a trial closing could offer a prospect a free 30-day trial of a software subscription, with no strings attached, in the hopes that the prospect will like the product and buy it after the trial period ends.

Close the scale

The scale close, or gauge close, is a closing technique in which a prospect is asked directly how likely they are to buy on a scale of 1 to 10. Sales professionals use this technique to close the deal by making customers feel heard, giving them an opportunity to express their level of interest, and addressing their concerns to move the scale higher. This closing technique gives salespeople more information about the prospect’s mind, which in turn gives them a better idea of ​​how to nurture the sale.

now or never

Now or never, or scarcity, closings involve a special offer that is contingent on making a transaction within a certain time period. For example, a salesperson using this technique could offer free shipping only if the prospect purchases on that day. This sales closing technique works in e-commerce stores in the form of a timer that counts down to the start or end of a promotion or a limited-time offer, such as: Flash Sale For a short period of time.

Take-out is over

In this sales closing technique, salespeople highlight a specific product, feature, or benefit in the hopes that the potential customer will realize its value. The takeaway closing uses reverse psychology to encourage the prospect to close the sale. This technique is effective when: Upsell You can communicate the compelling benefits of your premium software product to potential customers who are already interested in a particular product or service, then remove those benefits for the cheaper version and emphasize the qualities of your more expensive product.

Close Overview

A summary closing is when a salesperson summarizes the key benefits of a particular purchase to impress upon the customer its value. By keeping key information fresh in the prospect’s mind, the salesperson helps them feel comfortable closing the sale.

Get something without doing anything

This technique involves offering a free product, feature, or perk to a prospect as a gesture of goodwill, and the gift becomes the catalyst for the purchase. A “nothing for nothing” close is a win-win deal: the customer gets additional value from the gift, and the seller makes a sale. For example, a salesperson selling cosmetics may offer customers free samples of perfume to promote beauty product sales.

End of assumption

Salespeople use a positive mindset and act as if the sale is inevitable. For example, this technique includes questions like, “When is the best day for installation?” or “What products would you like in your subscription box?” These hypothetical questions can subtly lead a prospect towards a sale. This sales technique can be off-putting to potential customers if used incorrectly, but confidence and a positive mindset can make a big difference in closing a sale.

Soft Close

A soft close is a sales technique that concludes a sale by repeating the product’s benefits and asking a simple question to make the sale in a non-assertive manner. For example, Workflow automation tools You can highlight the time-saving benefit and ask if it aligns with your prospect’s productivity goals.

Alternative Close

This sales technique closes the sale by highlighting the qualities of your product or service compared to your competitors. For example, if a potential customer is hesitant about price, you can suggest cheaper options from your competitors to save money, while highlighting features and benefits that those cheaper alternatives don’t offer.

How to close a sale

1. Identify qualified leads
2. Communicate the benefits
3. Apply for a sale
4. Addressing concerns
5. Create a sense of urgency
6. Use a combination of closing techniques
7. Take your sales to the next step

Here are some basic steps you can take when closing a deal:

1. Identify hot leads

Make sure you and your sales team qualify your leads before approaching them. Generate high-quality leads Identify which leads are most likely to purchase your products or services and therefore are worthy of more time and effort from your sales team.

One of the most effective lead qualification strategies is Ideal Customer Profile (ICP)—A detailed description of your ideal customer, including information like age, location, income, job title, etc. With this information, your sales team will be on the same page about what types of prospects they should pursue.

While qualifying a lead, you determine if the prospect is a decision maker. Salespeople need to find the right person to sell to based on their decision-making authority, especially in business-to-business sales transactions.

2. Communicate the benefits

Reach out to your prospects and let them know how your product or service can solve their pain points. This part of the sales process includes tactics like cold calling, emails, ads, your website, social media posts, and in-person meetings. Instead of focusing on product features, emphasize the benefits of what you’re selling.

For example, an e-retailer selling stainless steel cookware can highlight the health benefits of non-toxic pans and the time-saving benefits of easy cleaning, rather than focusing on the individual features of the pans. To close the deal, salespeople need to not only promote the product itself, but also how it can improve the potential customer’s kitchen experience.

3. Ask for sales

During the sales process, remember to make direct sales requests. Even if you use a soft close approach, it’s important to ask your prospect directly if they intend to buy; otherwise, they may be discouraged from completing the process. Incentivize your prospect to buy with a clear request, whether that’s a question from your salesperson or a clear call to action on your website.

4. Address concerns

Make sure you are prepared to answer any questions your prospective buyers ask during the sales process. Explain pricing, delivery timeline, installation process, product features, availability, warranty, and other important information.

You need to address your prospect’s objections, validate them, and offer explanations that will help move you closer to the sale. Stay positive and see objections as a good thing. If your potential customer feels reassured, they may be more inclined to go ahead and buy.

5. Create a sense of urgency

To create urgency during the sales process, Unique Value Proposition So too are the opportunity costs of doing business with competitors. Scarcity and urgency strategies Countdown timers, limited time promotions, Urgent sales copy To drive sales. By avoiding pushy or intrusive communications, subtle time constraints can help move prospects along the sales pipeline.

6. Use a combination of closing techniques

A sales closing strategy can include a variety of sales closing techniques. For example, you can start with a test drive closing and then move to a sharp angle closing once the prospect makes a request that you can accept as long as it closes the sale quickly. Become familiar with the different closing techniques and find the combination that works best for the product or service you’re selling.

7. Take the sale to the next step

If the prospect chooses not to close the sale, graciously accept that and move on to the next qualified prospect. If the sale is closed, follow up with a personalized thank you note and/or phone call.

The sales team follows up with customers after purchase to see how they feel about their purchase. customer’s voiceDepending on the size of your team, the next step in the sales cycle is to Customer Success Or a customer support team to ensure customer satisfaction.