To close deals with customers and achieve sales goals, you should adopt different closing strategies based on different customers, situations, and environments to take control and finalize transactions promptly. When attempting to close, once you grasp the closing opportunity, end the negotiation early. Perhaps the customer is still hesitant, but that's okay; as long as you encourage them to buy while their desire is strong, the chance of closing is still high.
Here are 20 closing techniques to be used flexibly with different customers.
Direct Request Method. After receiving a buying signal from the customer, directly propose the transaction. When using this method, avoid being too hasty; the key is to get a clear buying signal. For example, "Mr. Wang, since you have no other objections, let's sign the contract now." After making the request, remain silent and wait for the customer's reaction. Do not say anything else, as one word might distract the customer and ruin the deal.
Alternative Choice Method. Provide the customer with two solutions; whichever they choose, it's a result you want. This method avoids the "yes or no" question and instead asks "A or B." For example: "Do you prefer white or red?" "Will you sign today or tomorrow?" "Will you pay by card or cash?" Note: When guiding the customer to close, do not offer more than two choices, as too many choices can confuse them.
Benefit Summary Method. Present all the practical benefits the customer will gain from the deal, prioritize their concerns, and closely link product features to those concerns. Summarize all the benefits the customer cares about most to prompt them to reach an agreement.
Discount Closing Method. Also known as the concession method, this involves offering preferential conditions to prompt immediate purchase. When using such incentives, remember three points: (1) Make the customer feel special; the discount is only for them, making them feel valued and unique. (2) Never give discounts casually, or the customer will demand more until you hit your bottom line. (3) Show that your authority is limited and you need to ask superiors: "Sorry, within my authority, I can only offer this price." Then pivot: "However, since you are a long-time customer, I can ask my manager for additional discounts. But such discounts are hard to get, and I can only try my best." This keeps expectations low; even if they don't get the discount, they'll appreciate your effort and won't blame you.
Pre-framing Method. Before the customer makes a request, set the outcome for them and give recognition and praise, guiding them to act as you suggest. For example: "This course is for those who are determined to break through and improve their sales performance. I believe you are not the type who dislikes learning or lacks ambition."
Provocation Method. This uses the customer's competitiveness and pride to urge them to buy. A famous Hong Kong couple was shopping for jewelry and interested in a jade ring priced at $90,000 but hesitated due to the cost. A salesperson, observing, mentioned that the wife of a Southeast Asian president had also admired the ring but didn't buy it due to the high price. Provoked, the couple immediately bought the ring to show they were more affluent than the president's wife. When provoking, stay calm and natural to avoid appearing manipulative.
Bandwagon Method. Customers are reluctant to take risks with new products. They tend to trust and like products that others have approved. For example, a customer interested in a microwave oven but undecided. The salesperson says, "You have good taste; this is our best-selling model, selling over 50 units a day, and during peak season, you need to pre-order." The customer hesitates. The salesperson adds, "Our staff also use this model and find it convenient and affordable." The customer then easily decides to buy.
Scarcity Method. This exploits the fear of missing out. People desire what is scarce. Once customers realize the product is a rare opportunity, they act immediately. This method applies pressure by highlighting limited quantity, time, service, or price. For example: (1) Limited quantity: "Only a few left, buy now." (2) Limited time: "Discount valid only until..." (3) Limited service: "Enhanced service for the first X buyers." (4) Limited price: "Price will increase soon." Use this method carefully and truthfully; otherwise, you'll lose customers.
Small Loss, Big Gain Method. This emphasizes that not buying is a big mistake, even a small error can lead to terrible outcomes. For example, selling health products: "If you skimp on health investment, future medical costs could be dozens or hundreds of times more." This presents two choices: potential benefit or significant risk.
Step-by-Step Pressure Method. Many customers delay purchases with excuses like "I'll think it over." Top salespeople agree: "You're right to be cautious. You must be interested, or you wouldn't spend time considering, right?" They agree. Then you ask, "Out of curiosity, what are you considering? Is it our company's reputation?" They might say, "No, your company is fine." You ask, "Is it my integrity?" They say, "No, of course not." By asking probing questions, you uncover their concerns and resolve them, making the close natural.
Assist the Customer Method. Many customers, even if interested, hesitate to sign quickly, fussing over color, size, style, delivery. In such cases, shift strategy: stop discussing the order and enthusiastically help them choose. Once they select a product, you get the order.
Comparison Method. Write down pros and cons. Draw a T-chart: left side reasons to buy, right side reasons not to buy. With your design, the pros will outweigh the cons, persuading the customer to decide.
Small Order Method. Suggest a trial order. If the customer wants to buy but can't decide, recommend a small quantity to try. If you're confident, even a small initial order can lead to larger orders after a satisfactory trial.
Play Hard to Get Method. Some customers are indecisive. If they show interest but delay, pretend to pack up and leave. This fake departure can prompt them to decide.
Learn from the Customer Method. If all else fails, shift the topic and ask for advice: "I'm sure this product can benefit you, but my poor communication fails to convey it. Could you tell me where I'm lacking so I can improve?" The customer will point out issues. You respond, "Did I really not mention that?" Apologize sincerely, clarify, and then try to close again. Sincerity is crucial; otherwise, they'll show you the door.
Approval Method. At the end of the sales conversation, ask if there are any unresolved questions. If none, bring out the contract, mark the signature line, and push it over: "Then please approve here, and we can start immediately." The word "approve" is better than "sign." Place your pen near the mark, smile, sit upright, and wait.
Order Form Method. As the sale nears completion, start filling out the order form. If the customer doesn't stop you, they've decided. If they say they haven't decided, say, "No problem, I'm just filling it out. If you change your mind tomorrow, I'll tear it up. You'll have plenty of time to think." Then: "Mr. Wang, delivery is fine, other terms are good, and we've solved the payment issue. So, can I put your name on this document?"
Pet Method. You pass a pet store, see a cute puppy, and before you know it, you're inside. The clever salesperson puts the puppy in your hands, and you can't bear to put it down. This is the pet closing method. Many businesses use it: test drives, 30-day free memberships, 7-day home trials, free first magazine issue, or a two-day office trial of a copier.
Special Treatment Method. Some customers think they're the most important and demand special treatment, like exclusive low prices. You can say, "Mr. Wang, you're our VIP, so how about this..." This technique suits such customers.
Storytelling Method. Everyone loves stories. If a customer worries about a product issue, tell a story: "Sir, I understand your concern. Last year, a Mr. Wang had the same worry. He decided to rent our car for a six-month trial. Within weeks, he found it wasn't an issue at all." Emphasize the previous customer's satisfaction to make it feel real.
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