You might’ve heard of some of these techniques before, as some of them are tried and tested ways of closing sales. However, there are a few unexpected techniques as well, and ones that might not make sense at first.
It all boils down to the kind of lead you’re working with, how much you know them, and how confident you are in your pitch.
Hard sales are a thing of the past for a reason; people don’t want to be “talked at” by someone they don’t know or trust. When you put the prospect’s needs first, you’re allowing them to see you as a trusted source of information.
The Assumptive Close
The assumptive position is talking to your prospect as if they’ve already said yes and you’re just asking when they’ll sign.
This kind of close requires you to have impeccable confidence. It also requires you to be aware of the situation, constantly gauging their interest and making sure they’re as enthusiastic about the sale as you are.
Do: When you’re familiar with the lead and know they’re going for your solution anyway.
Don’t: When the lead is new and keeps repeating that the solution isn’t the right fit.
The Summary Close
This is a helpful technique when you’re offering multiple options or tiers of service and you want to remind your prospect of the features they’ve chosen. A quick rundown of the package or product you’re offering reminds them of the pros of their choice and helps you seal the deal.
Do: When the solution is the right fit and you just want to summarize the benefits to drive the point home.
Don’t: If you’re just getting started with the pitch, don’t cut it short with a summary, especially if the main value of your pitch needs further pushing.
The Scarcity Close
Famous as the “Now-or-Never” close, this technique mainly plays on the FoMo (fear of missing out) that we all have. Convincing your lead they’ll lose out on many great features if they say no might just tip them over to say yes. Use phrases like:
This is the last [item] we have in this category
If you sign today, you get 10% off
The current price is only valid until [date] and will get higher
Do: When the lead uses the excuse of having no time to decide, and when you have discount authority in your firm.
Don’t: If you don’t have the freedom to offer a good incentive, and if the prospect has no interest in your service or product.
The Sharp Angle Close
If you’re dealing with a lead who’s familiar with sales pitches, they may think they have the last word and will require special incentives to sign. This technique usually takes them by surprise when you pivot the conversation to them committing at once.
If they approve but then ask for a special discount, go for something like: “I’ll give you the 15% you asked for, only if you’re ready to sign today.”
Do: When you have a prospect that needs an incentive to sign but is otherwise on board.
Don’t: When the prospect doesn’t ask for anything special or isn’t experienced enough to negotiate for benefits.
The Take Away Close
This one plays on the fact that people seem to always want what they can’t have. If the prospect mainly objects to the cost, tell them you can take it down a notch by removing some of the features.
Chances are, once they see the benefits they don’t get to have, they’ll consider the higher-cost option once more.
Do: When the lead’s main objection is the cost, and you offer several packages or tiers at different price points.
Don’t: When the lead doesn’t have a problem with the cost.
The Test-Drive Close
This one is also known as the “puppy dog close,” based on the fact that people who hold a puppy at a pet store or foster one are more likely to want to keep it. As the prospect uses your solution for some time, they’ll realize how indispensable it is to their life.
Do: When your solution allows for a trial period and the prospect requests one.
Don’t: If a trial period doesn’t apply to your product or service.
The Scale Close
This technique works in your favor as it gauges the lead’s interest in your offer. All you have to do is ask how interested they are in your pitch on a scale of 1–10, with 1 bringing an end to the conversation, and 10 signing right now.
Once you know they’re willing to listen, you can give them enough information about your solution to close the sale.
Do: When you want to know from the get-go if your prospect is interested in your solution.
Don’t: If the prospect is showing interest and is asking you questions about the solution unprompted.