The prospect understands the product’s pros and cons. They have a problem, and they know the product could solve it for them. The budget is good to go and the time is right. Now all that’s left to do is close the deal.
This is the moment at which a rep will discover whether their efforts will pay off, or if they were for naught. It could be the deciding factor in making quota or winning a sales contest. It’s no wonder that the ultimate closing conversation is riddled with anxiety.
While a “yes” or “no” hinges on far more than just the specific closing sentence or question, reps often struggle with wording their deal denouements. Does this sound too pushy? Too weak? Should they ask a question, or use a statement instead? But just like there’s more than one way to peel an orange, there are several strong ways to close a deal.
How to Close a Deal:
Here are 11 of our favorite closing phrases that sales reps can whip out at their discretion to close that last deal.
1) Use "Is there any reason, if we gave you the product at this price, that you wouldn't do business with our company?”
This one turns salespeople into Jedi mind trick masters. In an article on INC, Geoffrey James pointed out that if the prospect answers “no” to this question, the rep has indirectly gotten them to agree to the contract. If the answer is “yes,” however, the rep has the opportunity to address objections without bringing the deal to a halt.
2) Use "If we could find a way to deal with [objection], would you sign the contract on [set period in time]?”
Objections often kill deals. But in this case, handling the objection is actually a way of closing the sale. Of course, this depends on the company’s ability to resolve the problem by a given date. But if a fix is possible, getting the customer to commit ahead of time is a clever way of turning a con into a pro.
3) Use “So when should we get started on implementation?”
Hmm, I guess next week could work -- wait a minute, I didn’t even officially say I wanted your product!
That’s right, by using this so-called assumptive close, reps can bypass the closing phrase entirely. Some might consider this trickery, but it’s relatively harmless, especially since the prospect who doesn’t notice the missing hard close clearly wants the product or service.
4) Use “Would you like my help?”
This is the closing line espoused by Dave Kurlan in his book Baseline Selling. It’s sort of perfect: gentle and friendly without being obscure or weak. Plus, it enforces the rep’s image as an advisor rather than a hard-closing salesperson.
5) Use “If we throw in [freebie], would that convince you to sign the contract today?”
Clearly, this closing technique isn’t appropriate for every situation (it’s called “selling,” after all, not “giving away”). But for important or very large deals, offering an exclusive or time-sensitive add-on to sweeten the pot might be a smart move. Price discounts could also make sense in competitive markets. However, it’s up to management whether they empower reps to make discount or freebie offers on their own.
6) Use “Taking all of your requirements and desires into consideration, I think these two products would work best for you. Would you like to go with [X] or [X]?”
This is another classic sales closing technique called the alternative close. The rationale behind giving two alternatives is that the prospect will be more inclined to choose one than turn both away (a third option that’s been discreetly taken off the table). The rep thus increases their chances of hearing a “yes” to something rather than a “no” to everything.
7) Use “I’d hate to see [negative consequence] befall your company because you didn’t have the right product in place. Do you want to take the crucial step to protecting your organization today?”
Fear is a powerful motivator. This closing tactic is most effective in situations where the consequences of not buying will actually harm the business, instead of simply allowing the status quo to continue. It’s best to pair this line with external factors, such as new legislation or economic conditions, which prospects can’t control.
8) Use "Why don't you give it/us a try?"
It sounds so simple, doesn't it? The disarming and unassuming quality of this question is precisely why sales expert Brian Tracy recommends it. Phrasing the decision as "giving the product a chance" instead of "making a commitment" downplays the risk and ramps up the rapport.
9) Use "If you sign the contract today, I can guarantee we can do [special request the buyer asked for]. How does that sound?"
Similar to #2, but with one important caveat. The closing question in #2 assumes that the salesperson will resolve a prospect objection before they sign the contract. This closing technique -- called a "rebound close" -- promises that the rep will grant a special request after the prospect provides their John Hancock. This critical change in the closing timeframe reflects the difference between a deal-killing objection (that other vendors might be able to address) and a special favor (that other vendors will likely be similarly hesitant to grant).
10) Use "I know you said you need to have a solution in place by [date]. Working backward from that day and factoring in implementation and training time, it looks like we'd need to have a signed contract by [date] in order to meet that deadline. Can you commit to that signing date?"
If you know the prospect has a firm deadline they need to stick to, use it to crank up the urgency. And since you're using the prospect's deadline instead of pulling one out of thin air, this type of reminder-slash-closing line actually helps the buyer instead of unduly pressuring them.
11) Use "Will you commit to doing business with us today?"
Ah, the old direct ask. Sometimes the simplest closing technique can be best, but other times it can come off as presumptive or pushy. A salesperson has to have a firm command of the situation and a high level of familiarity with their buyer to use this closing line successfully.
What’s your favorite deal-closing line?