Read our article to learn how to write a sales email from start to finish that gets opens, reads, and positive replies from your potential buyers.
Closing questions and statements are phrases that wrap up your closing process by officially asking for the sale. They offer a final impression of you, your product, and your business and put the decision into your prospect’s hands. If they agree to the sale, you then send the final proposal and/or contract to sign. Your closing statement should change depending on your situation and be preceded by transitions and questions to add context.
In this article, we’ve provided examples of each of the below:
Each of these are vital to the nurturing and closing process, so we’re going to give you some quality examples to get you started. The lists here are yours to use in any order you’d like. We recommend starting with a transition statement, then asking a couple of questions, then ending with a closing statement appropriate to your sales situation. Feel free to use them verbatim or as a reference to craft your own. Let’s dive into the examples within each step.
Sales transition statements are phrases that help you move the conversation from general negotiations to closing a deal. Setting the stage for a close like this will increase the effectiveness of your closing statement by ensuring that your prospect is warm to the idea of finalizing the deal. So, let’s talk about some of the best sales transition statements that you can use to move into your close.
Who Should Use It: Sales professionals looking to start the process of an assumptive close, especially with indecisive prospects that need a final nudge toward a purchase.
Salespeople who prefer an assumptive close (a closing technique that involves speaking in a way that assumes the prospect is going to buy the product) can use the “let’s talk details” transition statement to lead into some assumptive delivery questions. By saying this phrase, you steer the conversation toward the logistics of delivery without asking them if they want to make a purchase.
The details we’re referring to are usually things like the specific product they’d be purchasing, the number of units they’d buy, what options they’d like to add, and when they’d like it delivered. By diving straight into this conversation, you avoid giving them an opportunity to say they aren’t going to buy before you can try to close.
Who Should Use It: Sales professionals looking to provide specific justification for the close by pointing out the needs that the prospect has expressed to them.
As opposed to jumping straight into delivery details, saying “let’s go over what you’ve told me so far” transitions into a recap of the needs or objectives that the prospect has communicated to you throughout the discovery and negotiations processes. This is a straightforward way to tell the prospect why you believe that it’s time to close a deal.
Below are the details you can recap when using this transition:
By providing this specific justification, you give your closing statement an overwhelmingly positive tone, as you’ve just laid out all of your prospect’s purchasing criteria and how your product meets them.
Who Should Use It: Sales professionals looking to remind the prospect that the product or service is a great fit for their needs and goals.
If you want to communicate to the prospect that your product is the best solution for them, this is the transition phrase for you. Say, “It looks like our (Product) will work perfectly for you,” then follow up with two or three reasons why. These reasons will be related to the previous section, the difference being that you’ll lead with what the product can offer the prospect and only bring up details that support that idea. So, this requires less information from the prospect.
This transition technique is used to show how well you’ve listened, similar to the last transition phrase, but also adds a personal touch by inserting the prospect into the verbiage. You’re not just saying that the product solves their problems or helps them achieve their goals, you’re saying that the product is perfect for them.
Closing questions are the questions you ask to check in with your prospects during the closing process. These questions are meant to gauge their interest in making a purchase, and to lead your prospect into the close. Typically, you’ll select a couple of these questions to ask after your transition statement. If they’re resistant to making a deal, you can also use these questions to figure out what’s keeping them from moving forward.
Who Should Use It: Salespeople who want to make sure they uncover any possible roadblocks before granting a request for a specific price from the prospect.
This option is also considered a “soft close,” because you’re essentially asking them if they’ll purchase under the condition that they get the stated price. You aren’t promising the price in question, you’re simply asking them if it’s really the primary concern, or if there are other concerns that you’re going to have to overcome even if the price is right.
This is a great one to use if you’re almost sure that the price concession will get the deal done, and you want the prospect to commit to that. If they bring up another concern, then you’re one concern away from a deal. If they don’t, then you now know that all you need to do to close the deal is to get the price where they want it.
Who Should Use It: Sales professionals utilizing an assumptive close to get their prospect closer to buying. If you’ve already covered their timeframe in your transition, use the next question instead.
For assumptive closers, this is a great way to gauge your prospect’s interest in making a purchase before you directly ask for the sale. It assumes that your prospect has already decided they’re going to take your product home, and skips straight to when they need it delivered.
You’ll usually ask this question after asking some softer delivery detail questions like “What color do you want?” or “What add-ons are you most interested in?” so that you’ve already gotten your prospect on the path toward the final close. Once you’ve asked a few of those initial assumptive closing questions, you’ll ask “When do you want to take it home?” before finishing with your closing statements and a direct ask.
Who Should Use It: Sales professionals that want to keep the prospect’s focus on a professional relationship to drive the sale.
If you’re looking to lean into personal rapport with your prospect and develop a lasting consultative relationship with them, then leading your closing statement with this question is a great way to state your intention to your prospect. You simply ask them if they want your help (if they want you to be the one that solves their problem). This will uncover any potential concerns they may have about you and your company while also asserting that your goal is to help them.
Who Should Use It: Sales professionals that want to directly ask for the sale.
Asking for the sale is the single most important closing question there is. Any variety of “Are you ready to purchase?” or “Can we make a deal?’ will suffice, as long as you’re directly asking your prospect to make a purchase. Every salesperson can improve their sales game simply by ending their negotiations with this direct ask, even those who are using an assumptive close.
While some high-level salespeople are able to pull off an assumptive close without ever asking for the sale directly, the advice that will help the majority of sales professionals is to end any closing technique with a direct ask. So, this is the most important and versatile closing question on the list, and should be asked at the end of your closing statement.
Who Should Use It: Sales professionals working with prospects who express that they aren’t ready to purchase.
When a prospect says they aren’t ready to purchase, or objects to your moving forward in an assumptive manner, you should immediately respond with this question. The goal is to work out exactly what’s holding them up so you know how to work the deal to get them back on track. This will usually lead you back into the objection handling phase, after which you can dive right into your closing statements if you successfully rebut their objection.
If you want to better understand how to handle objections from a prospect, check out our guide on objection handling. There you’ll find tips and examples to help you get your prospects on board with your product, and respond thoughtfully to their concerns.
Your closing statement is the final thing you say before you ask for the sale. It drives home a sense of urgency and gives the prospect a reason to close now. The below are versatile and can be used in both B2C and B2B sales contexts. If you’re a B2B rep, we recommend you read this section and the next, then choose the statement that’s right for you; however, you can head straight to the B2B statements section for more pointed B2B closing statements if you prefer.
Who Should Use It: Sales professionals that are confident that they’ve built solid rapport with their prospect.
If you’re getting along well with your prospect, pairing a little bit of humor with some confidence can go a long way in getting them to do business with you. By saying this at the end of your closing process, you reinforce that they’ve affirmed your product, they’ve confirmed that it will make their life easier, and they’ve gotten along with you. Once they’ve agreed with all that, what reason is there for them not to buy?
Avoid this one if you have any major doubts about any section of the closing statement. If you just got out of a hard battle over a product objection, then it may come off a bit arrogant to tell them they like the product. If they’ve been aggressive or demanding of you, or you’ve caused some abrasion in the conversation, then they might not appreciate your implying that they like you. This closing statement only works if you’ve built a strong relationship.
Who Should Use It: Sales professionals that have offered a limited-time discount or made significant concessions to your prospect.
When you offer a special deal to a prospect, you want to leverage it to create urgency to close the deal. So, if you’ve conceded a large discount, an extra add-on, or any other big ask from your prospect, tell them that you can only pull it off if you can get the deal done right away. This gives a justified sense of urgency that’s framed as a benefit to the prospect.
This closing statement is unique in the sense that you can use it early on in the process, and it’s especially effective during the objection handling phase. By offering a concession on the condition that the deal gets done right away, you can give the prospect a reason to skip straight to the close and save you both a ton of time.
If you work in an industry with a long sales cycle, you can amend this deal to last 3–7 days. If you'd have to extend the offer any longer than a week, then you probably shouldn’t use this closing statement.
Who Should Use It: Sales professionals that want a safe, inoffensive closing statement for prospects with confrontational demeanors.
This closing statement is best used with prospects who are touchy, aggressive, or demanding. It offers them the opportunity to voice any concerns they have left, which will help prospects like this feel cared for and comfortable. Not only that, but this acts as their final chance to bring up these concerns; if they can’t think of any right away, the only other option is to move forward.
This statement is a good option because it doesn’t require any specific prerequisites, has little chance to come off as pushy or rude, and gives your prospect the opportunity to take the closing process at their own pace. The only downfall is the freedom that it gives your prospect to hold up the process or turn it around with never-ending concerns.
The following closing statements will operate in the same manner as those in the last section, but these are specifically geared toward the B2B sales context. There is less focus on the personal aspect of the sale, and more on the goal and problems of the business. The idea is to convince the prospect that you know exactly what their business needs, and that your product will get the job done and make them look good to their boss.
Who Should Use It: B2B sales professionals looking to leverage the deadlines of your prospect to create a sense of urgency.
This closing statement is perfect for businesses that are shopping urgently and need your product (or one like it) fast. Not only does it show that you were listening to their needs throughout your discovery process, it also allows you to sell your product consultatively. This means that you come off as a trusted advisor who’s there to help them meet their deadline.
This comes up often in B2B contexts and works especially well when closing inbound B2B leads. Usually when a business owner or decision maker comes to you, there’s some level of urgency already present — this closing statement leverages it to get your deal done quickly. Whether the prospect is inbound or outbound, if a deadline has been mentioned, use it to your advantage.
Who Should Use It: B2B sales professionals that have identified several value adds for their prospect, and want to create a sense of urgency through the time value of money.
The time value of money refers to the idea that a dollar today is worth more than a dollar tomorrow, or that the sooner you invest in something that saves or generates time or money, the more worthwhile the investment becomes. By making clear exactly what they’re going to get out of your product, you can illustrate how pulling the trigger sooner will improve the outcome of the investment.
So, if you’ve discovered that your product will offer the prospect several benefits that scale over time, this closing statement is the perfect option. This is another closing statement that opens up a consultative approach, as you’re simply laying out a way for them to maximize profit from an investment they’re already interested in making.
If you can, show them the value they’d lose by waiting a month. Calculate how much time or money your product would save or generate for them over the first month, and tell them exactly what they’re missing out on if they decide not to pull the trigger right away.
Who Should Use It: B2B sales professionals that are dealing with more confrontational or aggressive prospects, or are looking for a safe “default” option.
Similar to the last closing statement in the previous section, this statement is meant to be as inoffensive and versatile as possible. It offers the least potential for abrasion and focuses on making the prospect feel comfortable and cared for. By stressing their busy schedule, you’re respecting their position as a business owner or decision maker and using a bit of flattery to help create a sense of urgency.
Although custom-tailored statements are often the most successful, as they allow you to present yourself as a helpful consultant, inoffensive statements such as this one are the best default options. Use them when you don’t have enough information for a custom statement — they can still be highly effective and work for the widest variety of prospects.
Who Should Use It: Sales professionals that want to create a sense of urgency by offering a “once in a lifetime” deal to a prospect, making it clear that today is the only day it can happen.
This is a common closing phrase that offers a great price to the prospect under the condition that a deal gets done right then and there. You have to ensure that the price is better than what they’ll find on your website or with a promotion that you commonly offer. Give them a strong enough incentive, and this closing statement can help you get the deal done that day.
No matter how much detail you have on your prospects, there is almost always a route to a close. If you have a lot of information on your prospect, use the options that lean on the details they’ve shared with you. If not, pick the options that lead with the benefits of the product. Consider using one question or statement from each section to create your closing scripts, and check out our article on how to close to learn what to do when your prospect agrees to the sale.