What Are the Three Types of Closes?

Closing deals is the name of the game in sales. But not all closes are created equal. There are three main types that every sales pro should know like the back of their hand.

The three types of closes are the assumptive close, the alternative close, and the summary close. Each has its time and place. Picking the right one can make or break your sale.

Want to boost your closing rate? Master these three techniques. They'll give you the edge you need to seal more deals and crush your sales goals.

Key Takeaways

• Learn the three main closing techniques to improve your sales skills

• Pick the right close for each situation to increase your success rate

• Practice these methods to boost your confidence and close more deals

Understanding the Sales Cycle

The sales cycle is your roadmap to closing deals. It's the journey from finding leads to sealing the deal. Let's break it down and see how it helps you make more money.

The Foundation of Closing Sales

The sales cycle starts with prospecting. You're looking for people who might want your stuff. It's like fishing, but instead of fish, you're after customers.

Next, you reach out. Maybe you call them, maybe you slide into their DMs. The goal? Get them interested.

Then comes the fun part - you show them what you've got. This is where you shine. You're not just selling; you're solving their problems.

Now, handle those objections. They'll have questions, doubts. Your job? Crush those doubts like bugs.

Closing the sale is the grand finale. It's where you ask for the money. Don't be shy. You've earned it.

Lead Qualification and Decision-Maker Identification

Not all leads are created equal. Some are hot, some are cold. Your job? Figure out which is which.

Qualifying leads is like panning for gold. You're looking for the nuggets. Ask questions. Lots of them. Find out if they need what you're selling.

Who's the boss? That's what you need to know. The decision-maker is your target. They're the ones with the power to say yes.

How do you find them? Ask. Be direct. "Who makes the final call on this?" Simple, right?

Remember, time is money. Don't waste it on leads that aren't going anywhere. Focus on the ones that can turn into cold, hard cash.

Types of Sales Closes

Sales closes are key to sealing the deal. Let's look at three powerful techniques that can boost your success rate and help you crush your quota.

Assumptive Closes

You know that feeling when you're so confident, you just assume the sale's in the bag? That's the assumptive close in action.

Here's how it works:

• Act like the deal's already done

• Use phrases like "When you start using our product..."

• Talk about next steps as if they're a given

This technique plays on the prospect's psychology. It makes them feel like they've already made the decision. Sneaky? Maybe. Effective? You bet.

But don't get cocky. You still need to read the room. If they're not feeling it, back off and try another approach.

Now or Never Closes

Ever seen those "limited time offer" ads? That's the now or never close at work. It's all about creating urgency.

Try these tactics:

• Offer a special discount that expires soon

• Mention limited stock or availability

• Highlight potential price increases

This closing technique taps into FOMO - fear of missing out. You're basically saying, "Hey, this amazing deal won't last forever!"

But be careful. If you push too hard, you might come off as pushy. Keep it real and make sure the urgency is legit.

Summary Closes

Think of this as your greatest hits album. You're recapping all the awesome benefits your product offers.

Here's how to nail it:

• Briefly list the main selling points

• Remind them of their pain points

• Show how your solution solves their problems

This technique helps prospects see the big picture. Sometimes they get lost in the details and forget why they were interested in the first place.

Keep it short and sweet. Hit the high points and then ask for the sale. You've laid out all the reasons - now it's decision time.

Creating a Sense of Urgency

Urgency is your secret weapon in sales. It's like lighting a fire under your prospect's butt. When done right, it gets them to act fast and say yes.

The Urgency Close

The urgency close is all about making your offer time-sensitive. You're basically telling your prospect, "Act now or miss out!"

Here's how you do it:

• Set a deadline for your offer

• Highlight limited availability

• Offer a bonus for quick action

Think about it. When's the last time you bought something because it was "going fast"? That's the power of urgency at work.

Creating a sense of urgency can transform a maybe into a definite yes. It's like giving your prospect a gentle push towards the finish line.

Scarcity and Impending Event Tactics

Scarcity is urgency's partner in crime. It's about making your product or service seem rare and valuable.

Try these tactics:

1. Limited quantity: "Only 5 left in stock!"

2. Exclusive access: "VIP members only"

3. Seasonal offer: "Summer sale ends soon!"

Impending events can also create urgency. Think Black Friday or New Year's sales. You're tying your offer to a specific date or event.

Remember, the key is to be genuine. Don't make up fake deadlines. Your prospects can smell BS from a mile away. Keep it real, keep it urgent, and watch those sales roll in.

Strategic Closing Techniques

Sales closing is an art. You need the right tools to seal the deal. These techniques will help you boost your success rate and build lasting customer relationships.

Consultative Approach

The consultative approach puts your customer first. You're not just selling - you're solving problems.

Ask questions. Lots of them. Find out what keeps your customer up at night.

Then, show how your product fixes those issues. It's not about pushing features. It's about painting a picture of a better future.

Be their trusted advisor. Give honest advice, even if it means losing a sale. This builds trust and long-term customer relationships.

Remember, you're on their team. Help them win, and you'll win too.

Advanced Proven Closes

Ready to level up your closing game? These techniques are battle-tested and customer-approved.

1. The assumptive close: Act like the deal is already done. "So, when should we schedule the installation?"

2. The scarcity close: Create urgency. "We only have three units left at this price."

3. The summary close: Recap the benefits. "To sum up, you'll save time, money, and headaches."

4. The feel, felt, found close: Show empathy. "I understand how you feel. Others felt the same way. But they found our solution solved their problem."

Mix and match these techniques. Use what feels natural for you and your customer.

Navigating Customer Relationships

Closing isn't just about the sale. It's about building relationships that last.

Follow up like a pro. Don't be a pest, but don't disappear either. Find the sweet spot.

Listen more than you talk. Your ears are your secret weapon. Use them.

Be honest about what your product can and can't do. No one likes surprises after the sale.

Solve problems quickly. Be their hero when things go wrong. They'll remember that more than the sale itself.

Keep in touch even after the deal is done. Send useful info, not just sales pitches. You're playing the long game here.

Specialty Closes and When to Use Them

Closing deals isn't always straightforward. Sometimes you need a special approach to seal the deal. Let's look at three unique closing techniques that can help you win over tough customers.

The Puppy Dog Close

You know how pet stores let you take a puppy home for a trial? That's the idea behind this close.

Let your customer try the product risk-free. Give them a taste of how awesome it is. Once they experience the benefits, they won't want to give it back.

This works great for software, services, or physical products. Offer a free trial or money-back guarantee. Remove all the risk. Make it a no-brainer for them to say yes.

The key is confidence. You know your product rocks. Let them see it for themselves.

The Ben Franklin Close

Old Ben was onto something with his pros and cons lists. This close uses that same idea to help customers make decisions.

Here's how it works:

1. Get a piece of paper.

2. Draw a line down the middle.

3. Label one side "Pros" and the other "Cons".

4. Help the customer list out all the reasons for and against buying.

The magic happens when you guide them to see more pros than cons. Don't manipulate - be honest. But highlight the benefits they might be overlooking.

This close works well when customers are on the fence. It gives them a visual way to process their decision.

The Columbo Close

Remember that scruffy detective who always had "just one more question"? That's your model for this close.

After you've finished your pitch and answered all their questions, start packing up. Then, casually ask one last thing. Make it a powerful question that addresses their main concern.

For example: "Oh, by the way, what would stop you from moving forward today?"

This technique catches people off guard. They're more likely to give you an honest answer. And that gives you one last chance to address any lingering doubts.

Use this when you sense there's something holding them back but they're not saying it.

Handling Objections

Objections are like speed bumps in your sales journey. But don't worry, you've got tools to smooth them out. Let's dive into two powerful closing techniques that'll help you handle those pesky objections like a pro.

The Take Away Close

Ever notice how people want what they can't have? That's the magic behind the take away close. Here's how it works:

When a prospect objects, you don't push harder. Instead, you pull back. You say, "Maybe this isn't for you."

Boom! Suddenly, they're chasing you.

This technique builds trust and opens doors. It shows you're not desperate. You're confident in your product.

But be careful. Don't overdo it. Use it when you sense the prospect is on the fence. It's like a gentle nudge, not a shove.

The Conditional Close

This one's all about finding common ground. When an objection pops up, you don't fight it. You use it as a stepping stone.

Here's the secret sauce:

1. Listen to their objection

2. Agree with it (yep, you heard that right)

3. Offer a solution that addresses their concern

For example: "I get it. Price is a big factor. If I could bring it down by 10%, would that work for you?"

This technique builds rapport. It shows you're on their side. You're not just selling, you're solving problems.

Remember, objections aren't roadblocks. They're opportunities to show how awesome your product is. So embrace them!

Innovative Sales Strategies

Let's talk about some clever ways to seal the deal. These techniques will help you close more sales without being pushy or annoying.

The Sharp Angle Close

When a customer asks for a discount, that's your chance to shine. Instead of just saying yes or no, use it to your advantage.

Here's how it works: When they ask for a price cut, you say "Sure, if you sign today." Boom! You've turned their request into a commitment.

This sales closing technique works because it creates urgency. It makes the customer feel like they're getting a special deal.

But be careful. Don't overuse it. It's like a secret weapon - use it wisely.

The Something for Nothing Close

Everyone loves free stuff. Use that to your advantage. Offer a small freebie to seal the deal.

It could be an extra month of service or a bonus feature. The key is to make it valuable to the customer but cheap for you.

This technique works because it triggers reciprocity. When you give something, people want to give back.

But don't go overboard. The freebie should be a nice extra, not the main reason to buy.

The Inoffensive Close

This one's all about being smooth. You're not pushing for a sale. You're just asking a question.

Try something like, "So, what do you think? Should we move forward?" It's non-threatening and easy.

This technique works because it doesn't put pressure on the customer. It makes them feel in control.

Use this when you sense the customer is close to buying but needs a gentle nudge.

Modern Closing Methods

Sales closing has evolved. New approaches focus on understanding customers and using tech to build relationships. Let's dive into some fresh methods.

Discovery Calls and Needs Analysis

Discovery calls are the secret sauce of modern sales. You ask questions to uncover what your customer really wants. It's like being a detective, but for business needs.

You can use the needs close technique here. It's simple: you match your product to what the customer says they need. Boom! Instant connection.

The key is to listen more than you talk. Let them spill the beans on their problems. Then you swoop in with solutions that fit like a glove.

Modern Techniques for a Digital Age

In today's digital world, closing has gone high-tech. Video calls, screen sharing, and online demos are your new best friends.

The option close works great online. You give customers a choice between two positive outcomes. It's like asking, "Do you want awesome or amazing?" They feel in control, but both answers lead to a sale.

Don't forget the artisan close. It's all about customization. You tailor your product or service to fit their exact needs. It's like being a master craftsman, but for sales.

Remember, closing isn't just about the end of the sale. It happens throughout the process. Every interaction is a chance to move closer to sealing the deal.