The document outlines eight sales closing techniques designed to help convert prospects into customers effectively. Techniques include the direct close, money talks close, pro-con close, concession close, deadline close, rating close, free trial close, and objection close, each aimed at addressing customer concerns and facilitating a purchase decision. By implementing these strategies, sales professionals can increase their closing rates and improve their sales conversations.

1. 8>sales closing
techniques
to help you turn every prospect into a buying customer

2. Even if you are selling time machines…
closing a sale isn’t guaranteed

3. that guarantees you'll close a sale,
There’s no magic phrase
but there are techniques you can use
to increase your odds.

4. Before you even get to the closing phase, it’s important to:
1. Help your customer identify his or her problem.
2. Demonstrate that your product or service offers
a solution to the problem.

5. To help you more effectively turn that
prospect into a buying customer, here are
8 sales closing techniques
you can implement as you
prepare for your next sales call.

6. Marty, are you ready
to sign the deal?
1. Direct Close

7. The Direct Close occurs after you’ve addressed the
prospective customer’s concerns and you’re confident
s/he knows the value you have to offer.
Be direct by asking the following, “(Name of potential
customer), are you ready to place your order/sign up?”
Only use this technique if you’re confident the answer
will be “yes!”
1. Direct Close

8. You’ll pay twice if you
take this train, Marty
2. Money Talks Close

9. If you’ve helped the prospect quantify their business
problem, and this number exceeds the investment
required to solve the problem by using your product or
service, their purchasing decision is easy to justify.
Highlight this financial benefit—the bigger the savings,
the easier it will be to close.
2. Money Talks Close

10. ๏ Needs to be running at 88 miles
per hour for the flux capacitor to
work
✓ Nothing spells cool like driving a
DeLorean.
✓ Time selection and control is
extremely simple.
✓ You can save the world in two
round trips.
✓ It will save your life
3. Pro-Con Close

11. ๏ Needs to be running at 88
miles per hour for the flux
capacitor to work
✓ Nothing spells cool like driving
a DeLorean.
✓ Time selection and control is
extremely simple.
✓ You can save the world in two
round trip.
✓ It will save your life
3. Pro-Con Close
For those who are still struggling to make a buying decision
despite the potential ROI, help them visualize the impact your
solution could make by having them create a pro-con list.
Help your prospect list as many pros as possible and allow them to
populate the cons column by themselves. Your lead will most likely
end up with a much larger “pros” column than a “cons” column.
This visual testament to your solution’s worth can help nudge
even the most reluctant prospects to say yes to the deal.

12. If I put a fusion generator
from 2030 into it,
will you sign a deal?
4. Concession Close

13. If your prospect asks for a concession in the form of
additional features, delivery or price,
ask “If I can do that for you, will you sign an agreement?”
Don’t simply agree to the concession without asking for
a close; that will allow the prospect to keep hitting you
up for more and more concessions as the deal
progresses.
4. Concession Close

14. 5. Deadline Close

15. If you need your prospect to make a decision quickly
due to a deadline, mention that there’s an upcoming
event that could be beneficial to him/her so s/he should
sign up ASAP.
If there’s an upcoming customer-only webinar or
promotion that’s about to end soon, highlight the
added benefits these will provide to your prospect.
5. Deadline Close

16. 6. Rating Close
How much do you want
to save your life,
Marty ?

17. Ask your lead to rate their level of interest in your solution on a
scale of zero-to-ten; zero meaning they’re not interested at all
and ten meaning they’ve already decided to buy.
If s/he answers with six or more, ask what you need to do to get them
to a ten. If their rating is five or less, ask him/her to help you
understand why the rating is low, which will in turn tell you
what you need to do to keep the sale moving forward.
6. Rating Close

18. Test drive
the DeLorean
to save your life!
7. Free Trial Close

19. If you sincerely believe a prospect will fall in love with your
product or service once s/he gets to use it, offer a short-term free
trial. Highlight that this is a no-risk and no-obligation trial that
allows qualified prospects to see just what your solution can do.
The most important aspect of free trials is to keep the prospect
engaged by helping them take action in using the product.
User engagement increases your chances of winning the deal.
7. Free Trial Close

20. 8. Objection Close
Tell me why, son !
Tell me why !

21. Once your prospect understands that your solution
addresses his or her needs, ask for an objection.
This can be accomplished by simply asking, “Is there any
reason why we shouldn’t proceed with the sale?”
This will allow the prospective customer to raise any final
concerns or objections without saying no to the deal.
8. Objection Close

22. Try out these different sales closing techniques
and find which ones are most effective for your
personal style and product or service.
You’ll soon land on one or two that work
incredibly well, and you’ll be able to use them
naturally in conversation with more and more
prospects.
Dr.

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