Having a business deal on the table is one thing, however, knowing how to successfully close the sale is a whole new challenge. Closing a sale is a critical phase of every business, and as such, it comes with pressure. To some, it has become a piece of cake that they can do it over the phone, whereas to others, the pressure to close a sale can make them pushy or aggressively ambitious.
What if I told you that you too can successfully close a sale over the phone without being pushy. Yes, there is a high possibility that that will happen to you. All you have to do is engage in this article, as it will explain the 10 sales closing phrases and techniques involved in closing a sale successfully over the phone without being pushy.
What Exactly is Sales Closing?
“Fundamentally, closing a sale should be the simplest element of the sales cycle,” said Jay Camp, Salesforce’s strategic account director for large companies. To close a sale, or convince a prospect to accept a deal and sign a contract, is how sales professionals meet their quotas and organizations increase revenue.
Furthermore, it is the pinnacle of all of your efforts. You put in the effort and created a compelling argument for why your product can alleviate the prospect’s problems. After you’ve popped the question with a sales proposal, it’s time to see if this prospect is ready to commit.
There are a number of crucial milestones that must be met before you can close a sale without being pushy. If the major milestones are met successfully, then closing a sale becomes easy because the work has already been completed.
Nevertheless, it takes a lot of patience and persistence to get to that yes part. Prospects frequently say no many times before saying yes. Unfortunately, the issue is that many salesmen give up before they get that yes.
As we’ll see later, to close a sale isn’t the only stage in the pipeline that matters, but it is the most important. Either you close or you don’t. Ultimately, sales closing can be one of the most stressful phases of selling due to its make-or-break nature, but it doesn’t have to be.
10 Sales Closing Techniques
There isn’t a single way to close a sale. Your strategy will change depending on the prospect with whom you’re interacting and their demands. The techniques to close a sale are not always simple, and customers can be pushy or unsure of what they want.
These 10 sales closing techniques provide a template that would work on the most complex prospects. Apply them and you’ll get outstanding results.
#1. Maintain your composure.
This is number one on the list of 10 sales closing techniques. Nothing is more damaging to your prospects than discovering anxiousness or impatience in you. So, even if you’re in a rush, concentrate on perfecting your sales argument while disregarding the pressure. This is a true power move that necessitates trust in yourself and your goods.
In this strategy, you proceed with the presumption that the prospect wants to buy and that the deal is nearly complete. Instead of inquiring if they’re ready to buy, you’ll inquire as to how many things they’d want or when the solution could be executed. The goal here is to be firm and close the sale without being pushy or confrontational, which might sour the relationship and scare the prospect away.
#2. Assume responsibility for the customer’s situation.
The next tactic to employ among the 10 sales closing techniques is assuming the situation of your prospect. Before closing a sale, it is critical to understand how much prospects desire to remedy the situation that is bothering them. If they have already presented you with their problem, the next step is to determine whether or not the prospect is willing to remedy it.
It is not a question of whether this potential consumer is ready to buy what you have to offer; rather, it is a question of whether he or she wants to get out of this circumstance that he or she does not enjoy. By putting the prospect in this circumstance, you will be able to tell right away if this possible client is ready to use your product/service to improve his or her daily life.
#3. Do not become aggressive.
Remember that your clients may require your product/service without knowing all of the facts. It’s natural to get frustrated, but don’t take it personally. Always keep your emotions to yourself. Maintain your professional demeanour, and you will most certainly close the sale without being pushy or aggressive.
#4. Scarcity closing technique
This is number four on the list of 10 sales closing techniques. It is often referred to as the now-or-never strategy. The scarcity sales close uses FOMO (fear of missing out) to persuade a prospect to buy.
You sweeten the deal by offering a discount or an additional benefit to the prospect if they act immediately and make a purchase. This is most effective when the prospect is genuinely interested in purchasing but requires a gentle push to say yes.
#5. Don’t feel superior
Taking an authoritarian stand when the future is uncertain is understandable, but it’s not the best idea. It can make you become fierce or pushy with your prospects whom you intend to close the sale with. It’s probably because you’re under a lot of pressure from the deal, so you assume the role of leader to deliver. “You’re wrong,” “I’ll tell you the truth,” and other words that say you’re in charge show your dominance. It can also stop you from meeting your goal. And your sale could be in harm’s way.
It is, however, more beneficial to share facts honestly and to be interested in your prospect’s point of view. Instead of saying, “Did you know that analysts expect sales process automation will treble in the next three years?” Choose to say “I’ve heard that in the next three years, sales process automation will triple.” “Do you believe it will have an impact on your company?” The distinction is that in the first case, you indicate that your prospect is less informed than you, whereas, in the second, you present a fact and include the recipient.
#6. Take the initiative
When you are trying to close a sale, you may come across people who are attempting to distract you from your sales pitch. They can talk to you about something else, redirect the topic, interrupt you, or force you to talk about yourself.
This strategy enables you to respectfully interrupt them with a remark such as “I understand you fine, but what if I finish talking about it really quickly so that we can then talk about what you want?” This should be enough to deter their objectives and steer the conversation in the direction you want it to go.
#7. Don’t take anything personally
In addition to the previous point, this technique assists you in steering the conversation in the path you planned from the start. Complex potential consumers, as you are aware, are a part of the sales process. Prospect interactions sometimes lead nowhere, but it’s critical not to ignore their conduct.
Your job is to keep a nice and courteous ambience throughout the presentation while avoiding inappropriate gestures or signs. Remember that most undesirable conduct has nothing to do with you and is simply a reflection of personal challenges your prospect may be experiencing at other phases of their life. It makes no difference if a consumer is disagreeable as long as he is lucrative! Knowing this will allow you to effectively control the pressure and close the sale without being pushy.
#8. Accept your client’s point of view.
Accepting your client’s point of view is another method on the list of 10 sales closing techniques. It’s a really efficient sales tactic for getting along with others. The voice is a potent persuasion weapon. To win the respect of your customers, change your tone, rate of speaking, and power. You will be able to persuade them and keep their attention throughout the talk in this manner.
#9. Connect your client
Simply ask your potential customers what goals they are looking for. Ask them to explain their goals for the upcoming year or semester. You will then be able to tailor your sales pitch to their needs and instil trust in them, allowing you to close the sale even with the most resistant prospects.
#10. Emphasize the benefit rather than the product.
The pitching approach is the final and most significant of the 10 sales closing techniques. Have you ever heard the expression, “People don’t want to buy a quarter-inch drill, they want a quarter-inch hole”? The same principle applies when working with a prospect.
You should emphasize the advantages they will gain as a result of doing business with you. Remember, the prospect isn’t looking to buy what you’re selling; they’re looking to solve a problem.
Sales Closing Phrases
When it comes to the ideal technique to close a sales deal, so much depends on the prospect: facts about their personality, circumstances, and company will all influence what you say and how you say it. With that in mind, we’ve compiled a set of 10 closing phrases in addition to the above techniques that you may use to close any sales deal.
#1. “Let’s get started right away. Right now, I’m able to send the contract.”
Among the many sales closing phrases, this statement is a winner because it is straightforward while also implying progress and momentum. Nobody likes to obstruct progress, and the fact that the contract is “available right now” suggests that moving forward will be simple and straightforward. Switching the introductory statement to a question, “Shall we continue forward?” is a gentler alternative.
2. “Would you like to start working on this solution right away?”
You’ve laid out what your company has to offer and asked if they’d want to participate. Because it is honest and true, a simple approach like this is sometimes the greatest way to go about things. Furthermore, positioning your product or service as a solution from start to finish indicates your belief in your ability to solve their business challenge.
3. “Is there any reason why you wouldn’t do business with our company if we gave you the product at this price?”
Phrases such as this during sales closing is known as reverse closure, according to Geoffrey James. In essence, if your prospect says “no” to this question, they’ve consented to the contract on the back end. If they answered yes, you still have a chance to resolve any objections and move the deal forward.
#4. “Our product appears to be a good fit for your firm. What are your thoughts?”
This is one of the sales closing phrases that give your prospect the feeling of recognition and involvement. Asking for their viewpoint at the end creates a sense of collaboration since you’re working together to find a solution. Moreover, asking the issue in a positive light encourages them to examine all of the benefits your product provides.
If they positively react, for example, “Yes, I believe that could really help us with…,” you tell them you’ll email them the contract. If it’s less apparent or there are complaints, you still have time to address them before everything comes to a standstill.
5. “You indicated that you need this solution in place by [x date], so let’s have a look at our calendars and figure out when we need to start putting it in place.”
One of the sales closing phrases that combine time sensitivity and momentum is this one. Your prospect will value your assistance in making things happen swiftly if you remind them of their desire for immediacy and include an assumptive closure (the assumption that the deal is already in motion). Note that this only works if the prospect has set a deadline.
#6. “Would you prefer my assistance?”
Dave Kurlan gives us a great consultative close in his book, Baseline Selling. Instead of being aggressively pushy to close a sale, the sales rep in consultative selling becomes a trustworthy advisor. By asking if they want your assistance, you build trust in your product or service and appear as a partner rather than an adversary.
#7. “Based on your needs and criteria, I believe that either of these options would be suitable. Which option do you prefer: [X] or [Y]?”
You’ve subtly eliminated the possibility of a third option – not to go with your company at all – by portraying the close as two options, and the prospect is more likely to say “yes” to one of the options you’ve offered.
#8. “Why don’t you give it/us a shot?” says the eighth.
Instead of “making a commitment,” sales expert Brian Tracy suggests rephrasing the close as “giving the product a chance.” This is reassuring to the prospect since it minimizes risk and humanizes you as a salesperson; you’re the one asking them to take a chance on you.
#9. “I guess we’re ready to start if you don’t have any more questions or worries.”
Another easy technique is to close the sale without being pushy. You’re still giving them the chance to ask questions, but by the time you say this, you should have already handled any issues, and the prospect will agree to continue forward.
#10. “Because I’m aware that you have another meeting, shall we proceed to the actual pricing and agreement?”
Like other sales closing phrases on the list, this is equally useful. By phrasing the move into the close as being considerate of their timetable, this adjustment appears to be more concerned with their requirements than with yours. If the time constraint doesn’t persuade them to sign right away, it at least gives you time to plan the next meeting.
How to Close a Sale Over the Phone
When you think of business in this era, the telephone might not be the first instrument that comes to mind. A single phone call, on the other hand, can help you close a sale or form a profitable alliance. It all depends on how much time and work you are willing to put into your business.
With the ability to set up a Slack conversation or a Skype call with anyone, wherever in the globe, to close a sale over the phone may not be your first choice for professional operations. However, when the relatively archaic concept of using a phone to conduct business is removed, something apparent emerges – communication.
Below is a list of techniques to enable you to close a sale over the phone
#1. Introduce yourself to everyone on the call.
When you decide to close a sale over the phone, the first thing you should do is have everyone on the line introduce themselves.
Go like this ‘I like to have everyone give their name, title, and any specific goals they wish to achieve on the call,’ says the facilitator. If you need to infuse some humour into the situation, have a light-hearted conversation, but make sure it doesn’t continue too long and distracts you from the main issue.
#2. Keep commonalities to no more than two minutes.
Spend no more than two minutes creating camaraderie if you’re starting the chat in a lighthearted manner to warm everyone up.
Instead, try to talk about topics you might have in common with individuals on the call. For example, if your prospects are in a location you’ve visited, you may give a little tale, or if you attended the same institution or university, you might mention that as a common experience.
Furthermore, keep it quick so you don’t get too engrossed in non-business topics since this can jeopardize your ability to close the sale if you’re dealing with busy executives.
#3. Begin the conversation with a question.
Following the introduction and familiarization, the next step is to start the discussion with a question. “The purpose of today’s call is to get you started with eBay.” “How do we begin?” or you could start with one of the sales closing phrases listed above. It’s a risky move, and many salesmen are afraid to be so forthright, but it’s critical, to be honest. At the end of the day, you’re doing a commercial transaction, so be open and honest.
As you intend to close the sale over the phone, the outcome of the entire call is dependent on your prospects’ responses. Either they’ll say, “We’re ready to go, but we just have a few last-minute questions,” and you’ll be able to proceed as planned.
Or perhaps they’ll reply, “There are a few things we still need to work out,” in which case you’ll need to refocus your strategy and possibly spend the conversation providing a value proposition to sway them.
#4. Create a schedule.
If your prospect has indicated that they are ready to close, you can say something like, “The rest of our conversation will consist of answering any last-minute questions, clarifying how the closing process works, and setting you up for onboarding after the contract is signed.”
If the previous question causes you to assume that your prospect is not ready to buy, you can convey your desire to spend more time addressing their questions and providing a value offer. However, you don’t necessarily need to do so. You’re wasting your time if your prospect isn’t ready to buy this week or the next month.
#5. Create an onboarding timeline.
If your prospect is ready to go, go over the details of proceeding, such as how they will purchase your product and how onboarding and deployment will operate.
You should also inform them about the customer success manager (CSM) handoff, which occurs after the transaction is closed and the prospect begins working with a CSM who will onboard them and assist them succeed with your product or service.
#6. Respond to any objections.
A sales objection is a concern that a prospect expresses in response to something that prevents them from purchasing from you. Closing calls are frequently where last-minute objections emerge, so it’s critical to be prepared to face them.
When met with an objection, your most important responsibility is to listen. This will assist you in fully understanding the worry and determining how to adequately respond to and counter the objection.
A pricing objection is the most prevalent sort of sales objection, and it can be made by even the most eager-to-buy prospects. For example, a prospect may say, “This may be a bit too expensive for us,” to which you may respond, “I’d love to go over X’s features and how it will help you handle X,”. This allows you to create a value proposition that differentiates your company from competitors.
Because you want to close the sale with your consumers, it’s a good idea to greet them and make time for them throughout the phone conversation. To make room for them, say something like, “Do you have any questions regarding X?” or “You seem concerned about X.” “What are your major thoughts right now?”
#7. Bargain on the pricing.
You’ve probably already discussed the price with your prospect before the closing call. Regardless, it’s possible that your prospect will bring up a subject for negotiation.
There will be some back and forth in these conversations as you approach each other with concessions you’re both prepared to make. You should have already determined your reservation fee so that you are aware of your negotiation boundaries. Many prospects do not need a discount to get started, so don’t provide one if you don’t have to. Allow them to choose a number and proceed from there.
Since you’ve decided to close the sale over the phone, be sure you’re speaking with the decision-maker, or whoever has the financial authority to approve a contract. If you bargain with the incorrect individual, you will waste your time and might be at a loss if you give too much away.
#8. Get started
If everything went well during the conversation, you and your prospect should be ready to sign a contract and begin the onboarding process.
Make it abundantly obvious that everyone is on the same page. Repeat everything you talked about throughout the call and literally state, “Okay, so we’re in agreement here.” I’ll send you a contract and expect you to return it by [agreed-upon deadline].”
You should also return to the CSM handoff at this point. You can ask the CSM on the call to provide a brief introduction so they can build rapport, or simply inform them that a CSM will contact them to assist them with the onboarding process.
Conclusion
In summary, your prospects will most likely forget what you said, but they will remember how you made them feel. That’s why you should carefully select the words and phrases you’ll use throughout the sales closing process, especially when it comes to the last talks to clinch the transaction.
The greatest sales representatives strike a careful balance between removing pressure from the sale and retaining an image of importance and urgency. The sales closing phrases and 10 techniques mentioned in this piece can assist you in finding that balance on how to close a sale over the phone and without being pushy.
FAQ’s On How to Close a Sale
What are 4 types of closes?
- Question Closes. To achieve these two foundational goals, it’s imperative that reps ask prospects probing questions. …
- Assumptive Closes. This closing technique draws on the power of positive thinking. …
- Take Away Closes. …
- Soft Closes.
What are the three main ways to close a sale?
- The Trial Closing Question. Ask a trial closing question if you feel safe in assuming that your customer accepts your recommendation.
- The Alternative Choice Close.
- The Sharp-Angle Close
What is the most important part of closing a sale?
For purchasers, trust is the most crucial component in closing a sale, ranking higher than economic factors such as price or return on investment. Unfortunately, trust is a crucial asset that appears to be deteriorating nowadays.
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