When it comes to sales, sometimes the hardest part is just getting started. Once you’re in a groove, it can be easy to keep going and close deal after deal. But what if you’re stuck? Here are five sales phrases for closing deals that can make all the difference:
What Does Closing a sale Mean?
Before we get to sales phrases for closing, lets first uinderstand the terms ”closing a sale.”
The most important part of sales is the closing. This is when your customer finally decides to buy your product or not. A close can be a powerful statement that convinces your customers to buy from you.
Here are 7 main sales closing tactics:
Alternative: An alternative close gives the customer two options to choose from. For example, “Would you like the software in blue or green?”
Authority: The authority close is used when you want to show that you are an expert on the subject matter. For example, “I’ve been using this software for years, and I can tell you from experience that it will save you a lot of time.”
Problem-solving: The problem-solving close is used when the customer has expressed a concern or objection. For example, “I understand that you’re worried about the cost of the software. Let me see if I can get you a discount.”
Assumption-based closing statement, you phrase it in a way that makes it seem like the deal is already done. For instance, “When can I stop by for complimentary training on the software?”
When you use an assumptive close, you are essentially telling the client that the sale is already complete. This type of close is often used when the client has a limited timeline. For example, “When can I come by for a complimentary software training?”
An options close- offers the prospect a few different ways to purchase the product. The sales is not completed until payment is received and the product is received.
An urgency close- is a sales technique where you capitalize on your client’s limited time. For instance, “Our prices are constantly changing due to market fluctuations.
An urgent call to action tells clients that they need to act quickly to take advantage of a special offer.
Assumptive: The assumptive close is when the salesperson assumes the prospect will buy the product. For example, “When do you want me to deliver your new car?”
The closing of a sale is the final step in the sales process where the buyer and seller agree on the terms of the sale and sign a contract. This is usually done after a period of negotiation during which both parties try to come to an agreement on price, delivery date, warranty, etc.
Sales Phrases For Closing Deals
Your final sales pitch is the phrase you use to ask your prospect to buy your product or service. It’s your final chance to drive urgency and convince your lead that now is the time.
The below sales closing phrases are extremely versatile and can be used in either consumer or business-to-business settings. If you’re in b2b, we recommend reading the next section, then choosing a statement that’s right for you and the prospect.
“Now that you’ve decided you like the product, what it does for you, and you like me, all that remains is to get the papers signed.”
Who Should Not: Sales professionals who aren’t confident in their sales skills.
Assumptive Close or Summary Close
Humor and confidence are two great traits to have when talking to a prospect. If you can get the prospect to laugh with you, they’ll feel much more comfortable doing business with you.
By saying “thank you” at the end, you remind the prospect that the product you’ve discussed will make their life easier, and that you’ve both enjoyed the conversation.
Once you’ve agreed to all of that, what’s stopping you from buying?
If you aren’t sure about any part of the closing, then avoid this close. If you just got done fighting over product objections, then telling them you like their product may come across as a little cocky.
If they’ve shown aggression or demand towards you, or you cause some friction in the conversation with them, then they may not appreciate this implication that you like them. This close works best if you’ve made a solid connection with them.
“We Have Such A Fantastic New Deal For You, We Can Only offer It If We Do It Now”
Salespeople who have offered discounts or given other incentives to a prospect.
Concluding closing technique: urgency, sharpness, or softness
When you offer a special deal or concession to a prospect, be sure to emphasize the urgency of the offer. Time-sensitive deals are often more effective in motivating people to take action.
If you’ve agreed to give a big discount on your price, or throw in a free extra, make sure you let your client know that you can only do so if they sign the contract immediately. That way, they’ll be more likely to act fast, which will benefit them.
This frames the urgency as a benefit to the prospective customer.
This final sentence is especially useful during the objections stage.
If you’re looking to finalize a deal quickly, try offering a limited-time discount or concession. This can give the prospect an incentive to close the deal right away and save you both time in the long run.
Pro Tip: How to Close a Deal in 3–7 Days
If you work in an industry with a long sales cycle, you can try closing process in just 3 to 7 days. This way, you won’t have to extend the offer for more than a week.
“If there are no more questions, I think we can get this done.”
This phrase is perfect for closing sales without sacrificing your relationship with your buyer. It’s safe, so they won’t feel offended.
In closing, it’s important to remember that a cold lead is different from a hot one.
This close is for prospect who are difficult, rude, or pushy. It gives them the chance to express any lingering concerns they have, which will make them feel more comfortable.
This is your final opportunity to bring up any concerns you have; if you can’t think of any right away, then the only other option is to move forward.
If you’re still interested, I can put together a formal proposal for a project. Let me know if you’d like to see that.
The great thing about this offer is the freedom it gives your prospect to hold up the process or turn it around with never-ending concerns.
The above are a few generic, yet effective, ways to close a sale. If you represent a business to business (B2B) organization, however, you can modify these suggestions or consider one of the following specific, but equally powerful, ways to conclude a business-to-business sale.
Sales Deal Closing Questions
Your final questions are your last chance to gather the information you need to decide when and what to say to close your sale.
After your introduction, you’ll want to ask your questions. These questions should be tailored to your prospect’s personality, and your selected close.
If your prospect is hesitant to close the deal, you can ask questions like these to figure out what’s holding them back.
“If We Offered You This Product at This Cost, Is There Any Way That You Could Possibly Say No?”
Who Should Use it: Sales reps who want to ensure they’re asking the right questions before offering a prospect a price.
This is considered a soft close or a sharp angle closer because, essentially, you are asking if they’d like to purchase under the condition that you give the quote.
You’re not guaranteeing that you’ll offer a certain price, you’re just asking the prospect if price is their primary concern.
If you’re confident the price is the only issue, ask the prospect if they’d be willing to concede on price. If they say they’re open to other concessions, you’ll know what else needs to be discussed.
If price is the only thing that’s stopping them from working with you, then lowering it to the point where they’re comfortable should seal the deal with them.
“When Do You Want to Take It Home?”
Who Should Use it: Sales professionals that want to get their buyer closer to the sale by assuming that they will buy.
When would you like to take your new purchase home?
It assumes your lead already knows they want to buy the product, and jumps straight to the delivery details.
After you’ve asked some soft closing question, you’ll often ask “What’s your timeline?” or “When do you need this by?” so that you’re already getting your prospects thinking about when they’ll need your product or service.
Once you’ve reached that “assumptive” stage of your conversation, you will ask your prospect “When do you want to take this home?” before finishing your “close” and your “direct ask.”
“Would You Like My Help With (Problem/Goal)?”
Who Should Use it: Salespeople who want to keep their prospect focused on a mutually beneficial business relationship.
In closing, (insert your corresponding technique)
If you want to develop a rapport with your prospect and develop a long lasting working relationship, then asking them about their family is a good way to start.
Simply ask the prospect if they would like you to help them solve their issue.
This will not only allow you to answer any questions they have about your business, but you’ll also be able to show them that you care about them.
Because the question is crafted so carefully, it’s most effective with people who respond well to the soft-sell.
It works with even the toughest of sales situations where you need to politely ask a prospect how they think your product or service will benefit them.
“Are You Ready to Make the Purchase?”
Who Should Use it: Salespeople who want to ask their prospects for a sale.
Any of the standard or classic sales closes (assumptive, options, inoffensive, summaries, angles, puppies, 1-to-10, or takeaways)
The most critical question you can ask when closing a deal is “Are you ready to purchase?” or “Can we reach an agreement?”
Ending your negotiations by asking directly for what you want is a surefire way to improve your closing rate. Even seasoned salespeople can up their game with this simple technique.
While there are some sales pros who are able to pull of an assumptive closing technique, most experts believe that you always should end with a direct request for the sale.
This is arguably the most important and multi-purpose closing technique on this list.
“What’s Holding You Back?”
If you’re a salesperson and your prospect says they aren’t ready to buy, this is for you.
In closing, be sure to use one of these 10 closes.
When a prospect tells you that they aren’t ready to purchase or object to moving forward, ask them to this:
What’s holding you back from moving forward with this deal? Is there something we can do to help you feel more comfortable moving ahead?
After you’ve answered their question, you can transition into the objections stage.
Check out this article for tips on how to overcome common objections. There, you’ll learn how to handle these and reassure your prospective customer of the value of your product or service.
If you’re looking to close more deals, then make sure you’re using these five sales phrases for closing. They may seem small, but they can make a big difference in whether or not you seal the deal. So don’t hold back – use them and watch your success rate soar!