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How To Close A Sale: 5 Closing Techniques

Reading Time: 6 min read

Sales reps get obsessed over different types of closing techniques and there’s a reason why.

Closing is the ultimate goal of every salesperson. The prospect becomes your customer and you’re one step closer to hitting your quotas.
The more you close, the more revenue is being generated for the company.
If you’re familiar with sales, you’ve probably heard this acronym before:
The most common sales acronym: ABC. Always be closing.
Is there a right way to close your sales? There’s no right or perfect way to do so.
However, there are a few closing techniques you can use depending on the situation and prospects’ needs.
Here we will share five sales closing techniques to improve your closing rate and help you grow more revenue.

Table of Contents

Top 5 Sales Closing Techniques In 2023

1- Assumption Close

This close was more common in the 80s and 90s but it keeps working in 2023.

As the name says, this closing technique is all about assuming the prospect needs the product you’re offering.

So you assume the sale is closed and you ask for the payment or delivery options. For this to work, you need to be good at listening to your prospects and determining their level of interest and engagement.

If the prospect doesn’t seem ready yet, using the assumption close can crash the sale. The prospect might still be making up their mind, and pushing them to buy can have the opposite effect.

So make sure that whenever you are using this technique, you are at least 80% sure the buyer is ready to buy.

PRO TIP:

When using the assumption close, try to link the assumption to a pain point you already identified during the discovery phase.

For example, if you’re about to close the sale, instead of asking “If you start next week…” use something more fitting like:

“So when you start next week…”

or

“Great so, how is this week looking for an onboarding?”

If the prospect has shared their problems, it’s okay to assume that they need to fix them as soon as possible. This will also help you build rapport.

2 - Soft Close

The soft close is a low impact - low commitment question.

It is a more modern closing technique, where instead of going for a hard close, you close with a soft question.

This type of sales close is all about slowly disarming the prospect and gradually increasing their level of commitment.

So instead of going with “Credit card or cash?” you go with something like “Do you have any other questions before we move forward with payment?”

PRO TIP:

Soft closes can be used on multiple occasions without generating discomfort for the prospect.

The power of the soft close comes from the ability to reduce resistance and increase the chances of obtaining a positive outcome.

Don’t be afraid to make more than one soft close if you choose this approach.

The soft close is all about asking questions to slowly move your prospect to finalize the deal.

3 - Urgency Close

You’ve probably seen this on most e-commerce sites. Let me give you an example:

You’re about to order a product and just before you leave the page, you see a pop-up that says:

“Order Now For 10% OFF”

This is the urgency close and it works for both sales and marketing.

Most salespeople will say this is more of a last resort or that it only needs to be used when there’s a true sense of urgency in your offer.

 If you have an offer or discount that you can use: Don’t be afraid to use it.

Just make sure the urgency is real.

PRO TIP:

The Urgency Close can be the best or worst closing technique, depending on how you use it.

Remember that urgency cannot be created, only discovered.

Don’t say it’s a special offer when you and your prospect know that that’s not the case.

Instead, use this approach when they have a legitimate reason why they should buy your product now vs. later, such as:

  • An edge over their competitors
  • A quick realization of savings that will help them in the long run
  • A special price if they sign the contract this quarter
  • A high-priority issue that your product will help solve

4 - The Summary Close

This closing technique works amazingly well when you have a product that has a ton of features and provides a wide variety of solutions.

When selling, it is possible that your prospect already forgot most of your product’s features that were discussed in the discovery phase.

As the name suggests, the summary close is about reminding your prospects about both your product’s features and benefits. Summarizing this information will help your prospects remember why they need your product in the first place.

PRO TIP:

This close is only a summary that reminds the prospect of your product’s value.

Going into specific details is not necessary if you already discussed them before.

Just remind them of what problems you are solving for them.

This is not a pitch. This close reminds the prospect of what you pitched them before.

5-The Sharp-Angle Close

We’ve all dealt with a prospect that tries to negotiate when the deal is almost closed.

Most of the time they ask for a discount, a free upgrade, or a change in the contract length.

It might be awkward to deal with this type of prospect. Luckily for us, top salespeople have figured out a solution: the sharp-angle closing technique.

What should you do? If the prospect asks for a discount, this is a good response:

“Sure, we can provide you with the 10% discount… but if I include it in the offer, will you sign today?”. 

This closing technique works well because it builds urgency on your prospect’s requests.

PRO TIP:

You have to be careful when using this technique. It shouldn’t be your go-to closing.

If the prospect already negotiated the first time, they might try to negotiate again.

Too many negotiations can lengthen the sales cycle and impact your revenue.

Closing Statistics That Will Help You Increase Revenue

Tuesday is the best day to close a deal.

                                      Source: State of Sales Development. Xaxt.

According to a sales development study conducted by Xant, the best day to close a deal is on Tuesday. 

Tuesday has the highest success rate, with a rate that’s almost 20% higher than average.

Morning hours have higher success rates for closing calls.

                                      Source: State of Sales Development. Xaxt.

Sales representatives have a 45% higher success rate if they make their closing calls in the morning, between 9 and 10 a.m.

To increase your closing rate, make sure to prioritize the morning hours in your calling schedule. Use this data to optimize your sales efforts, seal more deals, and achieve your revenue goals. 

Use The Best Closing Techniques To Generate More Revenue

Use The Best Closing Techniques To Generate More Revenue

Using sales closing techniques when needed is the best way to hit your quota. The techniques we mentioned above are specific to different scenarios you may encounter while trying to close deals. 

More and more companies are choosing to outsource their sales tasks to cut costs and improve their closing rate, among other reasons. 

With FiveRings Marketing, you’ll be able to close more deals and grow your revenue faster. 

KSquare needed help filling its sales pipeline quickly at scale and booking qualified meetings. 

They closed $500K in revenue in 9 months. 

Let’s work together to help you reach your revenue goals.

Book a meeting with us today. 

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