How To Close a Sale: 16 Strategies and Examples

By Indeed Editorial Team

Updated March 9, 2021 | Published February 25, 2020

Updated March 9, 2021

Published February 25, 2020

The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.

Closing a sale is a key step in the sales cycle that involves confirming a potential customer will purchase your product or service. The method you choose to close a sale should be based on your experience with the customer during the previous steps of the sales cycle. Selecting the proper closing strategy can improve your chances of selling the product.

In this article, we share how to close a sale through 16 different methods.

Related: Learn About Being a Sales Representative

How to close a sale

After presenting your product or service to a potential buyer, you will need to choose an appropriate moment to close the sale. Depending on how the customer has responded to your pitch, you may use a variety of techniques. Regardless of the methods you choose, focus on the aspects of your product or company that the buyer has been most receptive to through the sales process. Use a combination of the following steps as a guide for closing a sale in various situations:

1. Offer a choice

If your potential buyer seems satisfied with your sales pitch, you may offer them a choice between two purchasing options to close the sale. A well-primed potential customer is likely to follow your lead and select a choice instead of objecting to the sale.

Example: "Now that we've explained all of your options, would you prefer the gold package or the silver package?"

2. Identify barriers

If a potential customer seems hesitant, ask them to explain what could prevent them from purchasing your product. If they do not have any objections, you can easily move forward with the sale. If they have any concerns, you can address them directly and ask if they would close the sale after dealing with their objection.

Example: "Based on the terms we have discussed, is there any reason you would not like to work with my company to accomplish your goals? If we could resolve that reason, when can we complete this purchase?"

3. Ask for the next steps

A subtle method to close a sale is asking the potential customer to outline the process for how they or their company make purchasing decisions. Continue to ask for clarification until you have a clear outline of the steps you must accomplish to finalize the sale. You can use this information to follow up with customers effectively.

Example: "If you decide to purchase our product, what would the next steps be? How long has it taken in the past to implement similar deals? What is the chain of command when making these decisions?"

4. Prompt agreement

Influence your buyer by stating how your product benefits them and then asking them to agree. Unless your buyer has already been confrontational during your presentation, they are unlikely to argue with your suggestions.

Example: "Based on our discussion about how our various products could help your company meet their performance goals, I feel that our bronze package would be a great fit for your company. What do you think?"

5. Offer help

One technique for closing with an indecisive customer is to identify a problem they have and offer your assistance in solving it. Simply asking if you can use your product to be helpful can create a friendly business relationship and encourage a purchase.

Example: "Would you like me to help you manage your employee's schedules by using my software?"

6. Form relationships

If you can form a rapport between yourself and the customer, they may be more likely to buy. Maintain consistent contact with your potential buyers to prepare them to make a purchase. Listening attentively when the customer is sharing their goals and showing genuine concern for their company can encourage them to choose you over your competitors. Forming a personal relationship with your customers can improve their customer service experience and result in a positive view of your products.

Example: "I have enjoyed working together today and look forward to becoming your regular supplier for office stationery. I would love to make our business relationship official to start increasing efficiency in your department. When can we meet again to confirm our contract?"

7. Increase value

Including an additional benefit in your sale can be a motivating factor for a customer to finalize the purchase. Offering a free item or upgrade can convince an unsure buyer that what you have to offer is worth the price you are asking.

Example: "We can offer six months of free access to our exclusive database if you purchase our full software package."

8. Suggest a trial

For an undecided buyer, refer to your business relationship as a trial instead of a commitment. Although the customer will still be making a purchase, if they feel they have the option to decline later, they may be more likely to give your product a chance.

Example: "Why don't you try our services for a few weeks, and if you're satisfied we can increase the length of your subscription?"

9. Set a deadline

By offering a particular price or deal for a limited amount of time, you can encourage a customer to make a decision quickly and decrease the amount of time and effort you spend on each sale. This technique works well if you negotiate the amount of each purchase or if you have regular sales and promotions.

Example: "We are only offering these sale prices until the end of the week. Are you able to make a purchase today?"

10. Create urgency

If your customer mentioned a timeframe for solving a particular problem, mention how the earlier they purchase your product the earlier they can receive their desired results. By mentioning the deadlines the customer needs to meet, you can encourage them to take action by purchasing your product.

Example: "If you would like your payroll to be fully automated for the next financial quarter, we should begin implementing my program by the end of the month. Does this timeframe work for you?"

11. Explain consequences

If you offer a product that provides protection or security in some way, you can close a deal by explaining the possible negative consequences a customer may experience without your services.

Example: "Without a security system in place, your stores may be vulnerable to vandalism and break-ins. Are you ready to make a commitment to your safety and security by purchasing protection for your assets?"

12. Emphasize progress

As you are closing, use positive language that emphasizes purchasing a way for your customers to make progress in their life or business. Focus on how your product is a necessary element of their success and praise the customer for the progress they will make upon making a purchase.

Example: "I have the paperwork prepared, are you ready to move forward in your business and make a purchase?"

13. Focus on their goals

As you are closing a sale, reference the customer's goals and explain how your product can help them meet their benchmarks for success. This method shows a customer that you are paying attention to their needs and can be a reliable business resource.

Example: "I noticed that your strategic plan included digitizing all of your training materials. Our new line of copiers includes a feature that identifies key documents and automatically uploads them to your company's website. Would you like to include this feature in your purchase?"

14. Assume success

If you feel confident in your sales pitch, you might proceed confidently in the sale without directly asking the customer if they would like to buy. Assume that your pitch was successful and ask when the customer is available to begin working with you.

Example: "When can we begin incorporating my product into your business?"

15. Be direct

In some situations, the best closing strategy is to ask the customer directly if they would like to do business with you. Express to the customer the reasons you feel they should make a purchase, and ask if they feel comfortable working with you. This can apply some pressure to their decision-making, especially if you have built a positive relationship.

Example: "Have I earned your business?"

16. Plan to reconnect

Some customers may be interested in buying but are unable to confirm a purchase. In these cases, make a plan to connect at a later date when their circumstances have changed.

Example: "I understand that furnishing a new office space will not be a priority until your staff has been fully trained this summer. Can we schedule a meeting for the fall to revisit your options?"

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