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Sales closing techniques are tactics salespeople use to close a deal with a prospect after qualifying and nurturing them. Certain sales closing techniques work best in certain scenarios, so it's important to first understand each prospect's personality, then choose the appropriate technique(s) to use with that particular buyer. Next, you'll pair the technique with a corresponding transition phrase, closing question, and closing statement to finalize and close the sale.
Here are the best sales closing techniques to help you seal the deal:
This article will focus specifically on various sales closing techniques. To learn more about how to pair your chosen closing technique(s) with sales transition statements, closing questions, and closing statements, check out our article about how to ask for the sale. For a comprehensive closing process with repeatable steps from recognizing buying intent to marking the deal as won or lost, read our article on how to close a sale.
Who Should Use It: Sales professionals looking for the most effective way to plant the seed of a sale throughout the lead nurturing process with agreeable prospects.
The assumptive close is a closing technique wherein you use language throughout your negotiation that assumes that the prospect is going to buy. You skip questions like Are you interested in moving forward? and instead ask questions as if the prospect has already told you they’re going to purchase your product. These questions sound more like And when are we going to be delivering your new {product}? This creates a pro-sale environment that gently resists the idea of not buying.
Here are the steps to the assumptive close:
Assumptive closing exudes confidence in both your product and your sales process, and it keeps purchasing on the forefront of your prospect’s mind. By not asking them whether they’re interested in buying your product, you never open the door for a “no” to impede your progress. Instead, you focus on getting the prospect to lay out exactly what their ideal purchase scenario looks like. Then, you close by offering exactly what they’ve told you they want.
For a complete breakdown, check out our article on the assumptive close, which includes steps on how and when to use it. Also included are relevant alternative closing techniques in case you decide it's not right for you.
Who Should Use It: Sellers who are interested in the assumptive close but believe their prospects will respond better if they feel as if they have more agency during the sale.
The option close is similar to the assumptive close in that you don't give your prospect a direct opportunity to say "no," but the main difference is that you give them more of a feeling of control by asking if they prefer one detail over the other, assuming that they'll choose one. While you can increase this to more than two options, it's typically best to keep the choice as simple as possible.
Below are a few of the details for which you can give your prospect a choice:
Because option closing is so similar to assumptive closing, we can take the assumptive delivery date example question from the previous section and transform it into an option close question: Would you like us to deliver your new {product} on date A or date B? This makes it easier for the prospect, and it also gives them a vital feeling of control over the deal. Ultimately, it doesn't give them a clear opportunity to say "neither" and decline the sale altogether.
Who Should Use It: Sales professionals dealing with aggressive or irritable prospects.
The inoffensive close is a technique that properly handles abrasive prospects by asking how they feel about specific benefits of the product, guiding them toward a sale at their own pace. By listing out how the product can help them and asking questions to keep them feeling in control, you coax them into reacting positively to your product without aggravating them by pushing them forward.
Here are the steps to the inoffensive close:
Here is an example of what the final close would look like: So, our lead generation platform can increase your pipeline growth by 30%, and revenue by about the same, and save you $40,000 annually on staff. Is there anything I’m missing?
The inoffensive close is a great alternative if you feel as though an assumptive close would put your prospect off, or aggravate them in any way. It takes a bit longer, but it’s a safer bet for the prospects that are more resistant to a close, or simply need things taken slow. It also gives them more control than the assumptive close or the option close above. As with the assumptive close, the inoffensive close should be used throughout negotiations.
“Tell the prospect what you're selling and how it may help their company. Being open about your aims encourages an honest, mutually respected, and gratifying conversation, setting the road to a successful conclusion.”
Edward MelletWho Should Use It: Sales professionals looking for a strong way to wrap up another closing technique, like an assumptive or inoffensive close.
A summary close is a wrap-up technique used at the end of negotiations that summarizes everything that the prospect is looking to purchase and the benefits the product or deal will bring them. This technique is a great way to demonstrate the value offered to the prospect in the deal, and ends with a strong call-to-action.
Include the below in a summary close:
Here's an example of the summary close: So you want a 2021 (car model), white-on-black, with running boards. If I can get all of that together for you, you’re looking to take it home today. That gets you into a new, reliable, fun car for $3,000 off MSRP, and we got you a great deal on your trade-in. I’ll get the car into detail for you and we can get those boards put on as we fill out paperwork.
As you can see, we started with the product that the prospect is interested in purchasing. Then, we moved into the add-ons that the prospect showed interest in and their desired delivery date. Lastly, we wrapped up by explaining exactly what needs to happen next for the sale to close. Use this close to supplement other techniques on this list — repeat the details of the deal, then continue on to another technique, like the assumptive or inoffensive close.
When discussing the additional features listed above, include any that your prospect showed interest in, not just those that they asked to purchase. Let the prospect either accept them or ask you to remove them from the deal. This is a good way to tie the summary and suggestive closes together, which we'll cover later.
Who Should Use It: Sellers who are able to agree to a certain request or demand from a prospect but want to ensure it actually leads to a deal close.
Sharp angle closing is a technique in which you respond to your prospect's request for a certain incentive by asking if they'll make a deal in return. One major benefit to sharp angle closing is that it gets strong, concrete commitment from your prospect and limits demands from them by ensuring that you only make concessions that will lead to a sale.
Here are some tips to make the most out of this technique:
To show how to use the sharp angle close, let's say your prospect has their eye on a certain add-on but asks you to give it to them for free. Assuming it's a realistic request, you can then say, If we can do that for you, could we make a deal today? If the add-on is important enough to them, they'll likely say yes. Once your prospect starts asking for small concessions, they're probably interested enough to make a purchase, so the sharp angle close can work well.
Who Should Use It: Sales professionals looking for a way to get a stronger commitment to making a purchase from prospects throughout the sales process by offering special deals.
Soft closing is similar to sharp angle closing, but instead of responding to your prospect's demands, you use it unprompted to surprise and delight them and make them feel like they're getting a special deal. Soft closing works well because it can help you build a solid relationship with the prospect, and they'll often remember your flexibility after they become a customer, as well. It increases the likelihood that they'll say yes to a deal and gets your partnership off to a great start.
Below are a few things to keep in mind while soft closing:
Soft closing is best used in conjunction with other sales closing techniques, like the assumptive close. This is because you still want a technique that gives you a clearer roadmap to a sale and doesn’t require objections in order to be useful. It’s a great way to get commitment and figure out exactly what your prospect wants.
Who Should Use It: Sales professionals looking for a way to evaluate their progress throughout the sales process, and work with your prospect toward a sale at the same time.
1-to-10 closing, also called the scale close, is a technique that employs questions as a way to figure out how much progress you’ve made toward a sale throughout the entire process. While speaking with your prospect, you’ll ask questions like On a scale from 1-10, one being not interested at all and 10 being ready to buy right now, how interested are you in making a purchase? If they answer with any number below eight, you can ask them what’s holding them back.
Below are some steps to improve your 1-to-10 closing:
The 1-to-10 technique is best used in tandem with another sales technique. Monitor your progress with the prospect, then use the other technique, like the summary close, to wrap up the deal. With the 1-to-10 close, you’ll know exactly where the prospect is in their buying process and can get them to think of that, as well. Many times, the prospect won’t realize how close they are to buying until they’re asked, and this can speed up the closing process.
Who Should Use It: Salespeople who are able to easily give their prospect a free trial of their product or service.
The puppy dog close involves giving your prospect access to your product or service for a trial run in the hopes that they won't want to give it up when the trial period ends. The name comes from the idea that if you walk into a shelter and take a puppy home, you'll fall in love with it and won't bring it back. Once you give your prospect that feeling of ownership and allow them to experience some of the benefits of your product, the expectation is that it will be difficult for them to go without it.
Here's how to use the puppy dog close:
To introduce the puppy dog close, you can say, It sounds like you're interested in {product}, but I know we all tend to feel more comfortable with a purchase after trying it out. I can give you a two-week trial if that would be helpful to your decision. Do you want to take it for a spin, then let me know what you think? This type of close tends to work especially well for physical products because your prospect might want to avoid the hassle of returning it (as long as they like it enough).
Who Should Use It: Sales professionals that are closing a deal, but the prospect attempts to reschedule the close to another date or time.
The urgency close, aka the scarcity or the now-or-never close, is a technique that responds to a prospect’s desire to delay the close. It gives them a reason why the close should happen right now, like a discount or benefit that won’t be around later. It usually sounds like this: I understand that you’re busy, but we are currently having a 10% off promotion that ends today or Can we get it done today if we throw in an X with your order?
The benefits usually offered in an urgency close are as follows:
The urgency close is best used when there are no other options available to get your prospect closed that day. It’s a bit higher-risk, as it sometimes gives extra value without getting any in return, and can come off as “salesy” to most people. It’s necessary, though, to do anything that you can to get a close while you have the customer on the phone. You never know if they'll actually call back in the event that you let them go.
“Make an offer to your prospect that they can only get if they commit within a certain time frame. This is the last product we have left, this price is only good for a limited time until a certain date, and so on. The prospect now feels as if they are missing out on something, so it makes sense to do it now if they are likely to say yes.”
Richard LatimerWho Should Use It: Sellers dealing with a prospect who’s right on the verge of making a purchase but taking too long to decide or coming up with unreasonable objections to get a better deal.
The take-away close is a technique wherein the salesperson threatens to take away the deal, or take a step away from it, until the prospect is ready to commit. It usually sounds something like this and is used in response to a prospect who’s close to a purchase but coming up with reasons not to buy: I appreciate all the time you’ve spent working this deal with me, but it seems like we may need to take a step back until you’re ready to purchase.
This is a risky close, as it invites the prospect to halt the process; the signs that it's appropriate are:
The take-away close clearly isn’t for the faint of heart, but you’d be surprised by how often it can turn around deals that seem to have hit a dead end. Make sure that your situation meets at least one of the criteria above before you use it, though, as it can be dangerous to invite your prospect to walk out or leave the call.
Who Should Use It: Sellers who have gotten their prospect close to signing and now want to maximize the sale.
Suggestive closing — also referred to as suggestive selling, add-on selling, or upselling — is a technique in which you ask a prospective customer if they'd like to upgrade to a higher level or include an additional feature to receive more benefits from the purchase. While you can use this at any point after you've recognized strong buying intent in your prospect, it tends to work best right after the prospect has agreed to the sale and you've started drafting the contract.
Below are the best ways to suggest upgrades or add-ons to your prospect:
When done right, the suggestive close is a great technique to pair with another closing technique on this list. It works well because it can come across as somewhat of an afterthought to your prospect. With the suggestive close, you can also show your prospect that while you are attempting to upsell them, it's based on a helpful suggestion that will benefit them.
For example, if your prospect has chosen a product and decided on a specific tier, you can say, This {product and tier} will work great for you, and I look forward to seeing how you like it. I know you mentioned you were also looking for {feature}, which comes with the next tier up or can be included as an add-on. Would you want access to that?
When I sold cars at a dealership, I used the suggestive close whenever a customer had agreed to buy a car and we were working on the final details. I'd ask questions like You mentioned you'll be driving your young kids around in this car. Do you want to add running boards to help them get in and out more easily? By offering relevant, helpful additions, I often increased the value of the sale.
Closing statements are what invite your prospect to move forward with a deal, and they’re a vital part of the process. So, no closing technique guide would be complete without going over some successful closing statements to improve your techniques. You can use them verbatim (with your own deal information, of course) or just as a guide to craft your own.
Here are our top five statements to enhance your techniques, plus what each helps you do:
Each of these gives your prospect the final say on a positive note. The idea is to call them to action in a way that excites them to make a purchase, and emphasizes the work that's gone into the deal.
For more sales closing statements, check out our article on how to ask for the sale, where we list effective transition statements, closing questions, and closing statements you can use in tandem with the techniques in this guide.
The key to closing a deal is knowing which technique to use, how to use it, and when it’s appropriate so you can develop the best closing method for you. Now that you understand all three, it’s time to get out there and close some deals. If you stick to the variations of sales closing techniques on this list and test them out individually or paired together, you’ll improve your lead nurturing to deal closing conversions and establish your closing style.
Trey is a former salesperson and current Orange County-based tech, sales, and finance writer. His specialties include sales guides, personal finance articles, and reviews across financial and credit products. In his free time, Trey writes fiction and practices boxing and Brazilian jiu-jitsu.
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