15 Sales Closing Techniques, Why They Work, & Real World Examples (2023)

15 Sales Closing Techniques, Why They Work, & Real World Examples (1)

From providing use-case examples to an indirect timeline, here are 15 responses to, “What are the tried-and-true, real world techniques to closing a sale?”

  • Provide ‘Social Proof’ With Use-Case Examples
  • Always, Always, Always Follow Up
  • Get Your Foot in the Door
  • Create a Sense of Urgency
  • Send a Handwritten Note
  • Build Upon Shared Values
  • Ask the Hard Questions
  • Know Your Unique Selling Points Inside Out
  • Assume the Deal Is Already Closed
  • Offer a Suggestion
  • Go With the Soft Close
  • Just Ask for the Close
  • Focus on Quality Over Profits
  • Demonstrate How the Product Works
  • Provide an Indirect Timeline

Provide ‘Social Proof’ With Use-Case Examples

Sharing customer success stories is an impactful way to close a sales presentation as they clearly illustrate how businesses achieve success using your solution. These stories provide a kind of proof that encourages prospects to sign the dotted line. We close our own presentations by illustrating how Out-of-Home (OOH) advertising rounds out our clients' strategies by tapping into venues they previously could not reach.

For example, 8x8 Inc.—a provider of voice over IP products—wanted to expand brand awareness and launched their first campaign in New York using static billboards. To tell the story, we used text, photo, and video. This creates a framework of how 8x8 Inc. increased their sight conversions by 350% and brand awareness by 400% as thousands of drivers viewed these ads on their commutes to work each day. Real world success stories, when you back them up with hard data, resonate louder than any persuasive sales pitch ever could.

Chris Gadek, VP of Growth, AdQuick

Closing deals is easier when your sales team is armed with strong social proof. People do business with companies they trust, and they trust companies that their peers trust. Modern sales closing techniques should always include testimonials and other customer success stories.

Always, Always, Always Follow Up

Let’s be honest—the odds of you closing the deal in your very first interaction with a client isn’t realistic. It takes a lot more effort, proactive communication, and perhaps even multiple follow-ups before you can win a potential client’s trust and attention.

The key lies in consistently reaching out so they know you’re committed, serious and organized—if you’re haphazard or late, you may come across as someone who doesn’t care enough about closing the deal. What worked for us was creating a schedule of timely reminders that ensured we never missed out on a follow-up.

Harry Morton, Founder, Lower Street

Most of the best sales closing techniques involve constant customer interaction. Diligent sales teams never let their prospects forget about them.

15 Sales Closing Techniques, Why They Work, & Real World Examples (2)

(Video) Watch me close on the PHONE - Grant Cardone

Get Your Foot in the Door

My best technique to close a sale is the “foot-in-the-door” strategy. This entails asking for a small commitment before attempting to make a larger one, starting with small requests to increase the chances of success. This strategy works because it builds momentum, and it encourages customers to stick with their initial agreement and move further down the line.

For example, I recently sold a subscription box service by initially offering free samples of our products. By providing customers with an opportunity to sample our products first, they were able to get comfortable with the product, understand its benefits and understand how it would fit into their lifestyle. This allowed me to move onto more in-depth conversations about subscription options and ultimately closing the sale.

Aviad Faruz, CEO, FARUZO

Modern sales professionals understand the pain points associated with making an initial purchase. To offer an easier path to entry, sell not just the product — sell a foot in the door first. This is a form of puppy dog close, where you let the customer try the product out first. In this case, they're trying out your company.

Create a Sense of Urgency

Closing a sale can be tough, especially if your lead is on the fence about your product or service. You don’t want to let a tough client go, especially when you’ve been investing time into building the relationship. If you have a client who’s indecisive about your product, but you’ve exercised all of your resources, the best thing you can do to close your sale is to create a sense of urgency.

Sometimes, a little fire is just what a person needs to decide on investing in your service and becoming a customer. Depending on your industry, you can create this sense of urgency by highlighting an offer exclusive to them and making it an offer they can’t refuse. This urgency sales technique can help you motivate your point of contact to a close.

Bill Lyons, CEO, Griffin Funding

You can also try a sharp angle close. A sales manager we used to know was very successful with turning feature questions into sales opportunities.

15 Sales Closing Techniques, Why They Work, & Real World Examples (3)

Send a Handwritten Notes

Handwritten notes are perceived as valuable, far more than a digital communication. To make an impression on your budding potential customer, send them a warm, handwritten note thanking them for the opportunity to serve them.

Simply Noted makes sending handwritten communications as simple as pushing a button. We integrate with your CMS and marketing automation packages, allowing you to automate handwritten notes as easily as an email. You can set your sales process success to automatic with this sales closing technique. You get the warmth of a puppy dog, but the strength of

Rick Elmore, Founder and CEO, Simply Noted

(Video) Stop Selling Start Closing

Build Upon Shared Values

No matter what you do for a living, it's likely that there are plenty of other qualified people and companies that can do the same thing you do. You could compete with them on price, but that’s just a race to the bottom. Instead, try connecting with people based on your shared values. You may not close deals with everyone, but when you come across people who care about the same things that you do, closing with them will be a lot easier.

Once you get this tenet down in your communications, you can focus your prospecting and lead generation on people and companies that align with you. One example I can share is a client who I helped promote their small business. I showed them that I’m part of their local community, as a small business advocate and as someone who hosts a podcast designed to help founders with business advice. These attributes made it clear that we shared core values, which meant putting the deal together from there was easy.

Dennis Consorte, Digital Marketing & Leadership Consultant for Startups, Snackable Solutions

You can close sales more frequently when your customer feels you share something in common.

15 Sales Closing Techniques, Why They Work, & Real World Examples (4)

Ask the Hard Questions

Sales reps must pose detailed questions to prospects to accomplish fundamental objectives. Effective salespeople concentrate on making a sale. Through a succession of inquiries, they arouse the client's desire and dispel all barriers to buying. Even better, a question can be used to complete the deal, allowing the salesperson to answer any remaining concerns and secure a commitment at the same time.

For instance, “Do you think what I'm offering resolves your problem?” While keeping the door open for more selling, this inquiry enables you to determine whether the prospect is convinced of your product. If the response is “no”, their opinion—which is still unproven—remains, allowing you to carry on with your business. The next step is to sign on the dotted line if the response is “yes”. Here’s another query you can use to seal the deal: “Is there any reason this can't go through?” This inquiry either seeks resolution or further details regarding the customer's lack of conviction. It benefits both parties.

Raviraj Hegde, Head of Growth, Donorbox

Know Your Unique Selling Points Inside Out

If you want to sell your product more effectively, it’s crucial to know how to distinguish your product from the rest. When you know the unique functions and details of your service, you’re all that more likely to gain trust and give potential clients a clear idea about how you fit into their ecosystem and enhance their brand.

At CMR Surgical, we highlight how Versius—our latest surgical robot—offers unique selling points (USP) such as freedom of port placement, a lighter and modular design, enhanced precision and control, and more. Laying all your USPs on the table can help a client understand why your product is a cut above the rest, which makes their decision that much easier.

Asma Hafejee, Senior Marketing Executive, CMR Surgical

(Video) 17 Easy Closing Sales Tips

Assume the Deal Is Already Closed

My best technique to close a sale is to follow an “assumptive close” approach. The key to this kind of method lies ultimately with your confidence. You can only use this method when you’re sure to close the deal. In an assumptive close, you assume that your buyer is highly interested and keenly motivated to invest in your product. Meaning, there’s a high chance of them purchasing your product, and you’re fairly confident in closing the deal.

As a result, you ask the client directly how much they’re getting. Or you can ask if they have an interest in similar exchanges. You have to show assertiveness without any aggression in this kind of approach. If you have an aggressive attitude, you risk scaring away or putting off your customers.

Sean Harris, Managing Editor, Family Destinations Guide

15 Sales Closing Techniques, Why They Work, & Real World Examples (5)

Offer a Suggestion

My favorite technique for closing a sale is to approach with the “suggestion close” method. The key here is to ask the customer if there's anything else they might need, and then to suggest additional items that could benefit them. It works because customers feel as though they’re being afforded options, rather than simply being sold to—it increases a sense of agency in the decision.

For example, I once closed the sale on a car using this suggestion method; I asked the customer if he was sure he was happy with his choice of model and color, and when he agreed, I suggested a few optional extras that would make his experience more enjoyable. The customer ended up adding on several features that he hadn't originally intended to purchase, but he was still delighted by my suggestions.

Ludovic Chung-Sao, Lead Engineer & Founder, Zen Soundproof

Go With the Soft Close

When we’re showcasing the advantages of our service to a potential buyer, we offer a gentle guided question to see if they’re interested in learning more. The approach goes something like this: “Would you be interested in learning more if, for instance, I could cut maintenance by 25% and boost productivity by 15%?” In this method, you've managed to state the advantages in detail without offering any aggressive or unexpected requests.

If the above example still appears overly simple, you could try instead asking, “Would it be in line with your company's objectives if I told you that I could cut maintenance by 25% and boost productivity by 15%?” This slight change to your approach makes it so the customer isn’t under any obligation to you, and you’ve still bought yourself more time to understand their demands as a business.

Seth Larson, Owner & CEO, 1st Key Homebuyers

Just Ask for the Close

The best technique to close a sale is just to just ask for it. This may seem obvious, too obvious even, but it’s shocking the number of people that would accept a sale after a good salesperson simply offered it. As the salesperson, it’s your job to present an enticing offer too great for any client to refuse. However, no matter how great your pitch is or fantastic a presentation you host, if you’re hesitant to ask a client to sign after all is said and done, you can actually harm your overall sales efforts.

(Video) Best Sales Techniques | Closing Techniques | Selling Skills | Dr Vivek Bindra

So be direct with your request with strong statements rather than skirting around the issue. In my experience, I was pitching to a potential client and crafted a quality sales pitch. At the end, I had the sense that these potential clients would appreciate a direct approach, so I said, “If there are no further questions, I’ll gather the paperwork for you to sign.” They agreed, signed, and from there became loyal clients.

Ana Codallo, CTO, Key Opinion Leaders

15 Sales Closing Techniques, Why They Work, & Real World Examples (6)

Focus on Quality Over Profits

In my 40+ year career as an inventor, I've focused 100% of my attention on quality, not profits. Doing so demonstrates to potential customers that you’re truly dedicated to providing people with an excellent service that will exceed their needs.

Quality products often equate to higher customer satisfaction, which in turn leads to increased consumer loyalty and repeat business. Customers can tell when they receive a product that isn't high quality, and so focusing on this when closing a sale ensures that the customer feels valued and satisfied. It's what has worked in this 100-year-old business, with the proof in my brand's growth and the recent successes with household name celebrities.

Marc Werner, CEO & Founder, GhostBed

Demonstrate How the Product Works

Having a demonstration is the most effective technique for closing a sale because it gives the potential customer an opportunity to see how the product functions in real life. There are many benefits to this technique that can't be replicated any other way.

For example, if a customer wants to know how well the product works with their computer and printer, showing them how easy it is to install and print will give them a chance to see firsthand for themselves, instead of just having them take your word for it. A demonstration also allows potential customers to get an idea of what it would be like to use the product in their own home or office. The third and final benefit is that showing demos gives the salesperson a chance to address any questions or concerns that the customer has before they make a purchase.

Jack O'Carroll, Founder, honest SEO

Provide an Indirect Timeline

The last sentence of your proposal and any follow-up communications should stand alone as its own paragraph, and should start off with “Would it make sense to…”. For example, if you've been proposing that the prospective buyer purchase $5,000 worth of advertising from you by the end of January so that their campaign can go live in February, your closing paragraph should read something like, “Would it make sense to get your response back before the end of January so we can get your campaign live by February?”

By phrasing your proposal this way, you're not really asking them for a yes. You're being somewhat indirect and, therefore, less threatening. Yes, it makes sense for them to give you the answer within the proposed timeline. It’s hard for them to say it wouldn't make sense for them to get back to you by the end of January. And, once they've agreed that the timeline makes sense, getting back to you with that coveted “yes” becomes all that more likely than them getting back to you with a no or never getting back to you at all.

Steven Rothberg, Founder and Chief Visionary Officer, College Recruiter


What are sales close explain with some examples? ›

Sales closing questions are used to seal the deal. These questions require direct answers which help sales reps better understand how a prospect is feeling about the deal. An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. What do you think?'

Is there a best method to use in closing the sale explain? ›

Question close

A good idea is to ask a series of probing questions during the negotiations, to eliminate all objections to buy, or try to close the sale with a question. The sales rep can address objections and gain a commitment. Asking questions is a win-win situation.

What are the 3 most important things that are required to close a sale? ›

3 Essential Tips to Closing a Sale
  • Identify and Solve a Real Problem. The first thing to remember is you are trying to identify and solve a real problem. ...
  • Work with the Right People. ...
  • Communicate Appropriately. ...
  • Closing Techniques. ...
  • Bonus Tip: Salesvue.
Mar 30, 2022

What are examples of sales techniques? ›

The 15 best sales techniques for closing your sales
  • Tell a great story. ...
  • Put yourself in the buyer's shoes. ...
  • Magnify their pain. ...
  • Handle top objections immediately. ...
  • Contact a lead immediately. ...
  • Keep contacting them. ...
  • Avoid calling mid-day, but go for mid-week. ...
  • Show your unique value.
May 18, 2022

What are examples of the sales process? ›

What is a sales process?
  • Lead generation.
  • Contacting leads.
  • Lead qualification.
  • Presenting or pitching to leads.
  • Managing objections.
  • Closing the deal.
  • Retaining the customer.

What are the 10 effective closing requirements in sales? ›

How To Increase Sales: 10 Effective Closing Requirements
  • Is Your Product or Service Desirable? ...
  • Does The Customer Believe in Your Company? ...
  • Is Your Product or Service in Need? ...
  • Can The Customer Use What You Are Selling? ...
  • Can Your Customer Afford What You Are Selling? ...
  • What Are You Offering?

What are the 5 sales techniques? ›

Here are five selling techniques every salesperson should master.
  • Active Listening. One of the reasons that prospective clients are so wary of salespeople is because they anticipate a pushy demeanor and pressure to purchase a client. ...
  • Warm Calls. ...
  • Features & Benefits. ...
  • Needs & Solutions. ...
  • Social Selling.
Nov 11, 2016

What is the most important part of closing a sale? ›

For buyers, trust is the #1 most influential factor when closing a deal, ranking higher in importance than economic considerations like price or return on investment. However, trust is a valuable asset that today seems to be eroding.

How can you improve your closing skills? ›

  1. SALES TRAINING FOR BEGINNERS. There are so many books written on how to improve sales and salesmanship. ...

How do you make an effective closing? ›

22 of the most effective closing strategies
  1. Direct close. Many times there's no better way to close business than by being direct about it. ...
  2. Summary close. ...
  3. Question close. ...
  4. Minor point close. ...
  5. Opinion close. ...
  6. Pros vs. ...
  7. Shopping list close. ...
  8. Positive choice close.

What is a good way to close sales deals faster? ›

9 Actionable Tips to Close Deals Faster
  1. Do Your Research. ...
  2. Be Genuine. ...
  3. Close With the Solution, Not the Product. ...
  4. Ask Questions. ...
  5. Close Deals Faster With Account Mapping. ...
  6. Utilize a CRM to Boost Automation. ...
  7. Create a Sense of Urgency. ...
  8. Respond Quickly to Quote Requests.
May 6, 2021

What is the most important factor in sales? ›

Strong desire, the most important element in sales, will provide the incentive to make the changes even when it is difficult or uncomfortable." Commitment is having a plan to achieve that goal. "Commitment is a measure of whether you will do whatever it takes to achieve success in sales.

What is the most important rule in sales? ›

Golden rule: you should always listen more than you speak. The focus should be on discovering customers' needs, so as to tailor your sales techniques to truly point out how your product/service benefits them. Get to know your customers.

What is excellent customer service examples? ›

12 examples of good customer service
  • Add a personal touch.
  • Be transparent and educate customers.
  • Respond quickly to all customer feedback.
  • Use creative and unexpected return policies.
  • Find a workaround when items are out of stock.
  • Build a connection with local shoppers.
  • Remember and reward repeat customers.
Jun 4, 2021

What are 5 techniques that help to create an effective sales presentation? ›

10 Sales Presentation Techniques that will Help You Succeed
  • Construct your presentation like a story. ...
  • Keep it simple. ...
  • More visualization, less text. ...
  • Let your presentation become a dialog. ...
  • Send a summary of your presentation beforehand. ...
  • Use insight as a bridge. ...
  • Put value first. ...
  • Lead into the numbers, do not begin with them.
Aug 6, 2022

What are your top sales techniques? ›

Good sales techniques involve knowing your sales cycle, performing customer research, selling the problem, asking relevant questions, understanding the prospect's challenges, building a rapport etc.

Which is an example of a hard selling technique? ›

Hard-sell tactics put immediate pressure on a prospective client. They can include abrupt language, cold calls, or unwanted pitches. They're intended to keep pushing a client to buy even if the client has said, "no." The accepted standard practice is to keep pushing until the client has said "no" three times.

What are the 10 sales process? ›

10 Steps To Sales Success
  • Prospecting Stage. ...
  • Qualifying Stage. ...
  • Initial Meeting & Needs Discovery Stage. ...
  • Needs Analysis. ...
  • Presentation/Product or Service Demo. ...
  • Proposal/Quotation Presentation. ...
  • Influencer Approves. ...
  • Key Decision Maker Or Committee Approves.
Dec 15, 2014

How do you sell a product to a customer example? ›

What are some techniques for selling?
  1. Completely understand the product you're selling.
  2. Know your market and who will buy your product.
  3. Position the product as a solution to a problem or make something easier.
  4. Make your customer comfortable with you as a seller.
  5. Show first, then sell.
  6. Don't talk down to your audience.

How do you create a successful sales process? ›

What are the main sales process steps?
  1. Build product knowledge. ...
  2. Research your ideal prospect. ...
  3. Begin prospecting and lead generation. ...
  4. Qualify prospects. ...
  5. Analyze a customer's needs. ...
  6. Lead a sales call. ...
  7. Follow up and close the deal. ...
  8. Nurture the relationship and upsell.
Aug 3, 2021

What are the 6 closing techniques? ›

What are the most common sales closing techniques?
  • Assumptive close. This is a true power move that requires confidence in yourself and your product. ...
  • Puppy Dog Close. ...
  • Scale Close. ...
  • Scarcity close. ...
  • Takeaway Close. ...
  • Summary Close.

What are three 3 of your strongest sales skills you tend to use when closing a sale? ›

3 Powerful Skills You Must Have to Succeed in Sales
  • Listening sincerely and without an agenda. ...
  • Don't talk someone into something, allow them to make their own buying decision. ...
  • You can serve your client/customer best by finding out what they want, need and expect from what you are offering.
Aug 22, 2011

Why is closing skills important? ›

The summary close technique summarizes all the product features and how they will benefit your prospect, ending with a strong call to action. It's a great way to wrap things up since it helps prospects visualize the deal, especially at the end of a long sales cycle when they may have forgotten something.

What are the 4 most common sales strategies? ›

The four basic sales strategies salespeople use are script-based selling, needs-satisfaction selling, consultative selling, and strategic-partner selling. Different strategies can be used with in different types of relationships.

What are the 7 types of selling process? ›

There are seven common steps to the selling process: prospecting, preparation, approach, presentation, handling objections, closing and follow-up.

What is closing skills? ›

Closing skills refer to your ability to convince a prospect to accept the offer you've made. This usually takes place during the final stage of the sales or negotiation process and requires a mix of tact and decisiveness. You use a mix of active listening, negotiation, communication and persuasion.

What is needed before closing the sales? ›

The first step before you close a sale is to identify the likelihood of the sale. You will have demonstrated the need the customer has, how your solution solves their problem and why it is the best at doing so, and you will have probed for objections and subsequently countered them.

What is summary sales closing techniques? ›

The Summary Close is a tried and true sales closing technique that involves reiterating all the features and benefits of your offer before you ask for the order. This method helps move prospects to yes when they are distracted, choosing between several products or managing several different purchases for the company.

What is successful closing? ›

Successful Close means that Pareteum shall have acquired no less than 90% of the entire issued and outstanding share capital of Artilium. Successful Close means the first occurrence of any of the following events: Sample 1. Successful Close means the frst occurrence of any of the following events: Sample 1.

What is a good professional closing? ›

“Expressing gratitude and kind regards is always a good idea!” Professional email sign-off examples include: Sincerely. Best.

What is the best closing? ›

Take a look at some of the best business letter closings you will come across.
  • 1 Yours truly.
  • 2 Sincerely.
  • 3 Thanks again.
  • 4 Appreciatively.
  • 5 Respectfully.
  • 6 Faithfully.
  • 6 Regards.
  • 7 Best regards.
Jun 2, 2022

What is the key to success in sales? ›

There are seven key selling habits you must develop as a sales expert. They are prospecting, establishing rapport, identifying needs, presenting solutions, answering objections, closing the sale and getting resales and referrals.

What drives sales performance? ›

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture.

What are the three sales mistakes? ›

Three of The Biggest Sales Mistakes You Should Never Make
  • Are You Providing Value. When you first meet your prospect, it's important to communicate things of real value, rather than just going straight in with the hard pitch. ...
  • Presentation Pitfalls. ...
  • Don't Overcomplicate.
Mar 26, 2021

What is the Golden Rule in selling? ›

Salespeople should handle their customers with unselfish and ethical service. III. THE GOLDEN RULE OF PERSONAL SELLING refers to the sales philosophy of unselfishly treating others as you would like to be treated.

What is the 1st rule in sales? ›


Can you give us an example of good customer service? ›

What are some examples good customer service? In retail, examples good customer service include remembering and appreciating repeat customers, forging a local connection with shoppers, putting your product knowledge to good use, and more. Read on below to discover what you can do to level up your customer strategies.

What are 6 customer service examples? ›

6 Examples of Great Customer Service
  • Customers usually know great customer service when they experience it. ...
  • Be Flexible. ...
  • Empower Employees to Solve Problems. ...
  • Root Your Team in Kindness. ...
  • Make Customer Service Your Priority. ...
  • Give the Customer Service You Expect. ...
  • Tips for Great Customer Service.
Sep 30, 2022

What are sales closers? ›

A closer is a sales professional who finalizes financial deals with clients. They evaluate buyers throughout the selling process to optimize the closing strategy. Closers usually work with other sales professionals and may oversee the training and development of newer sales associates.

What means close sales? ›

Closing a sale occurs when the seller and buyer agree to the conditions of the sale and the buyer makes a firm commitment to the transaction. Closing the sale should not be seen as a transactional event, but rather as the natural ending of the sales process.

Which is an example of close? ›

Example Sentences

Close the lid on the box tightly. The door opened and closed so quietly that I didn't notice he had come in the room.

What makes you a good closer? ›

Great closers never risk their time by making assumptions. They check to make sure they're aligned with their prospect before moving on to another discussion at every step in their sales process.

How can I be a good sales closer? ›

7 qualities top closers can all say they have
  1. A desire to build relationships. ...
  2. A focus on customer needs. ...
  3. A mindset to speak in terms of value. ...
  4. An ability to listen first, sell second. ...
  5. A thirst for industry knowledge. ...
  6. An ability to create a closing process. ...
  7. Effective time management.

What are the five closing techniques? ›

There are five techniques for closing sales that are guaranteed to succeed and we're going to go through all of them.
  • Now or never close. Now or never closes are a great way to inject energy into your sales process. ...
  • Summary close. ...
  • Sharp angle close. ...
  • Ended question close. ...
  • Assumptive close.
May 7, 2020

Why is closing technique important? ›

Closing techniques are important because they help you establish a positive reputation for yourself as a salesperson. There are many aspects of a sales deal. The first step involves finding a potential customer and pitching them your product or service.

Why is sales closing important? ›

Sales closing is the final and most crucial step in the process of convincing a prospect to agree to a deal and make a purchase or sign a contract. It's how sales professionals hit their targets and, ultimately, how businesses generate revenue.

What is a direct close example? ›

Quite simply, the Direct Close involves asking the customer directly for their agreement to take the product you are offering. Examples: “Would you like to go ahead and take the service?” “Can I set this up for you now?”

What is an example of a close call? ›

something bad that almost happened: We almost got hit by another car driving over here – it was really a close call.

How do you write a close sentence? ›

Concluding Sentence

What do you want your reader to know or understand and introduce that idea in one sentence. Summarize the big idea of the paragraph without repeating the exact same words. Include the subject and your argument or claim in one complete sentence. Give the reader something to think about.


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