Closing sales - What is it and what are the most recommended techniques?

Darryl Bachmeier
Apr 7, 2019

The closing of sales is the moment in which the prospect becomes your client. In this phase of the sales process, you help him to make the purchase decision, once you have presented your product or service and have cleared all your objections. Unfortunately, many sales do not materialize because they do not know how to close a sale.

Seven sales closing techniques

  1. Presumptive closure

To apply this sales closing technique you need to go “taking the temperature” throughout the process since it is about taking for granted that the prospect will make the purchase. When you detect that the person is ready to close the deal, you can ask their address to send the product, for example. So you decide on its place, and you relieve the burden that it represents.

  1. Close by mistake

In this case, you also assume that the customer has already accepted your offer and intentionally plays with the mistake. You can ask what color you want the product or what finish you prefer. If the game follows you, it means that you have accepted the purchase. With this closing sales technique, you are psychologically pushing the prospect in one direction, so it will be more difficult for you to retrace your steps to reject the purchase.

  1. Close Benjamin Franklin

It is said that Benjamin Franklin made his decisions by making a list of pros and cons, so this sales closing technique is perfect when the prospect tells you that he needs to reflect on the purchase decision. At that time, ask him to explain his objections and dismantle them one by one, presenting the advantages of the product in a new light.

  1. Close by detail

This technique consists of helping the client to imagine that he has already accepted the offer, in such a way that you reduce the anxiety generated by making a purchase decision. You may ask, “If you decided to buy this product, when would you prefer to be delivered?” This way you are paving the way, allowing you to take small decisions that generate tranquility and security, involving you in the purchase.

  1. Closure by resignation

A study conducted at Columbia University found that the longer we take to get a product or service, the more it will increase its value before our eyes and we will focus more on the desire to have it than on its cost. This technique of closing sales consists precisely in “moving away” the product or service from the prospect to increase their desire to buy it. You can ask him, for example, to imagine the extraordinary quality of the photos he will make with the cell phone you are trying to sell and then visualize those same photos with a lower resolution camera.

  1. Closing by urgency

All people do not respond well to pressure, but if the prospect is really interested in the product or service, playing with the feeling of scarcity can help you close the sale. You can point out the benefit of making the immediate purchase by noting that the discount will end or that it is a limited offer. When a product is limited, we feel that our possibilities are restricted and we experience a greater desire to buy. An experiment conducted at the University of Missouri proved that when we understand that something is valuable, its scarcity and the possibility of losing it increases the desire to have it. You can also use the effect of an increasing shortage in closing sales by explaining that the product is running out quickly.

  1. Close by rebound

This technique of closing sales is very interesting because it is about using the objection of the prospect in your favor to encourage you to buy. For example, if the prospect states that the installation of the product is too complicated, you can provide an installation service included in the price or show a similar product easier. By reacting quickly, you generate a sense of confidence and, at the same time, you tear down your psychological barriers encouraging you to commit to the purchase.

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