#408: 50+ Ways to Win More Deals
If you are struggling for a trial close, check out this curated list of options.
Why Are There So Many Different Closing Techniques in Sales?
In sales, closing the deal is the ultimate goal. However, no two sales situations or customers are exactly alike, so there are many different closing techniques. These varied approaches allow salespeople to adapt to unique customer needs, personalities, and circumstances, increasing the likelihood of success. Let’s explore the key reasons behind this diversity.
First, customers differ widely in their decision-making processes. Some are analytical, requiring data-driven reassurance before committing, while others are more emotional, responding better to storytelling or urgency. Techniques like the "Assumptive Close," where the salesperson assumes the sale is already made, work well with decisive buyers, whereas the "Summary Close," which recaps benefits, suits those needing clarity. This variety ensures salespeople tailor their approach to match the buyer’s mindset.
Second, industries and products vary. Selling a high-ticket item like a car demands a different strategy than selling a low-cost subscription service. For example, the "Puppy Dog Close," where a customer tries a risk-free product, works for tangible goods but not intangible services. The diversity of closing techniques reflects the need to align with specific market dynamics and product types.
Third, competition and market conditions play a role. In highly competitive markets, techniques like the "Now or Never Close," which leverages scarcity, can push hesitant buyers to act. In contrast, a softer approach like the "Question Close" can guide customers to uncover their needs in less urgent scenarios.
Finally, salespeople differ in style and personality. Some excel at building rapport and prefer relationship-based closes, while others thrive on assertiveness and use direct techniques. The range of closing methods accommodates these strengths, empowering sales professionals to use them to their advantage.
In short, the abundance of closing techniques in sales reflects the complexity of human behavior, market diversity, and individual sales styles. This flexibility equips salespeople to navigate any scenario and seal the deal effectively.
I found this website that I have bookmarked for nearly fifteen years now, which lists all types of closes and a decent summary of each. You can find the website here:
http://changingminds.org/disciplines/sales/closing/closing_techniques.
1-2-3 Close - close with the principle of three.
Adjournment Close - give them time to think.
Affordable Close - ensuring people can afford what you are selling.
Alternative Close - offering a limited set of choices.
Artisan Close - show the skill of the designer.
Ask-the-Manager Close - use manager as authority.
Assumptive Close - acting as if they are ready to decide
Balance-sheet Close - adding up the pros and the cons.
Best-time Close - emphasize how now is the best time to buy.
Bonus Close - offer delighter to clinch the deal.
Bracket Close - make three offers - with the target in the middle.
Calculator Close - use calculator to do discount.
Calendar Close - put it in the diary.
Companion Close - sell to the person with them.
Compliment Close - flatter them into submission.
Concession Close - give them a concession in exchange for the close.
Conditional Close - link closure to resolving objections.
Cost of Ownership Close - compare cost over time with competitors.
Courtship Close - woo them to the close.
Customer-care Close - the Customer Care Manager calls later and re-opens the conversation.
Daily Cost Close - reduce cost to daily amount.
Demonstration Close - show them the goods.
Diagram Close - Draw a picture that draws them in.
Distraction Close - catch them in a weak moment.
Doubt Close - show you doubt the product and let them disagree.
Economic Close - help them pay less for what they get.
Embarrassment Close - make not buying embarrassing.
Emotion Close - trigger identified emotions.
Empathy Close - empathize with them, then sell to your new friend.
Empty-offer Close - make them an empty offer that the sale fills.
Exclusivity Close - not everyone can buy this.
Extra Information Close - give them more info to tip them into closure.
Fire Sale Close - soiled goods, going cheap.
Future Close - close on a future date.
Give-Take Close - give something, then take it away.
Golden Bridge Close - make the only option attractive.
Handover Close - someone else does the final close.
Handshake Close - offer handshake to trigger automatic reciprocation.
Humor Close - relax them with humor.
Hurry Close - go fast to stop them thinking too much.
IQ Close - say how this is for intelligent people.
Minor points Close - close first on the small things.
Never-the-best-time Close - for customers who are delaying.
No-hassle Close - make it as easy as possible.
Now-or-never Close - to hurry things up.
Opportunity Cost Close - show cost of not buying.
Ownership Close - act as if they own what you are selling.
Price-promise Close - promise to meet any other price.
Puppy Close - acting cute to invoke sympathy and a nurturing response.
Quality Close - sell on quality, not on price.
Rational Close - use logic and reason.
Repetition Close - repeat a closing action several times.
Retrial Close - go back to square one.
Reversal Close - act as if you do not want them to buy the product.
Save-the-world close: - buy now and help save the world.
Selective-deafness Close - respond only to what you want to hear.
Shame Close - make not buying shameful.
Shopping List Close - tick off list of their needs.
Similarity Close - bond them to a person in a story.
Standing-room-only Close - show how others are queuing up to buy.
Summary Close - tell them all the things they are going to receive.
Testimonial Close - use a happy customer to convince the new customer.
Thermometer Close - they score out of ten, you close gap.
Think About It Close - give them time to think about it.
Treat Close - persuade them to 'give themselves a treat'.
Trial Close - see if they are ready for a close.
Valuable Customer Close - offer them a special 'valued customer' deal.
Ultimatum Close - show negative consequences of not buying.
Yes-set Close - get them saying 'yes' and they'll keep saying 'yes'.
If a list isn't enough, The Kole Performance Group has been training pros like you for nearly thirty years. If you want to improve your technique, contact us for a 30-minute free consultation—but hurry, there are only a few spots left!
"Hmmm, what kind of close was that?