20 Modern Sales Closing Techniques That Will Help You Win More Deals

If Moses were to descend upon us and write the Ten Commandments for salespeople… “Thou Shalt Always Be Closing” would likely be the first one.

Image of Thou Shalt Always Be Closing

But what does ‘Always Be Closing really mean? Does it mean that you have to be an aggressive salesperson – perpetually pushing the prospect to close the deal?

Not necessarily.
You may be a relationship builder, and believe in developing strong personal and professional relationships with prospects,

or a hard worker who is always willing to go that extra mile,

or a lone wolf who likes to do things your own way – a rule-breaking cowboy,

or a problem solver focusing more on customer service.

Irrespective of what kind of sales rep you are, it doesn’t make you a great one if you haven’t mastered the art of closing. The months or weeks of hard work put into prospecting a client will go down the drain if you don’t close the deal.

Closing is the final stretch you need to cross to bring home the bacon.

And to lend you a hand, we enlist different techniques employed by top-performing salespeople to close deals and in which scenarios you could use them. 

Always be closing Glengarry Glen Ross gif

Modern Sales Closing Techniques To Close More Deals

The Assumptive Close

The Assumptive Sales Closing technique

A popular closing technique, the assumptive close is a strategy where reps negotiate with the prospects as if the deal has been struck. The ‘assumptive close’ supposedly works because it doesn’t allow the prospect to sit on your offer, giving them time to conjure up issues and objections, which can result in them backing out of the deal completely. Although, do employ it with caution considering that you are assuming a decision that is rightfully theirs to be made. This could be offensive if used preemptively.

When should you use it? Sales reps use this technique when the prospect has checked most of the boxes in each step of the sales process but has not yet confirmed the deal. Use it only if you think the prospect is mostly on your side and is just slightly apprehensive. If you think the prospect is looking for something else or is looking at competitors who may have that something else, best not to use this especially if you’re sending cold emails Kevin Shivley, SVP of Marketing at Rebrandly, warns against using this close in cold emails,

I’m all for the assumptive close, but the assumptive meeting in a cold email is such a lazy move. When you’ve shown no value, barely told me what you do, and are already instructing me to click your calendar link and spend time setting up your demo for you? I hate you already.

Example: When can we start, Jane? Next week?

💡Here is a not-so-fun fact: 80% of sales require at least 5 follow-ups before closing the deal. So, we have compiled a list of 50+ follow-up email templates for you. Download the free e-book.

The Take Away Close

The Take Away Close Technique

Threaten to take away the candy and you’ll see how well children behave.

This works perfectly with prospects too. You’re on the verge of closing the deal, but your customer is reluctant to proceed. They have suddenly come up with complaints to drive a bargain. A novice rep could potentially comply with their demands and offer whatever they ask just to seal the deal.

On the other hand, an experienced sales rep wouldn’t budge. Using the Take Away closing technique, you can offer to withdraw the whole deal from the prospect to push them to accept the offer. The reason why it’s effective is that letting go of a potential client shows how confident you’re in your product, which then gets the prospect to reconsider the good product they may be missing out on.

Will Yang, Head of Growth and Customer Success at Instrumentl, swears by this method. He says,

I’m a big fan of the ‘stick to your guns’ approach. I find that you can get far more out of a deal if you’re willing to walk away from it and then come back later with a new offer. It’s important to remember that the other party also wants to close the deal! If they don’t, they’re stuck with whatever they already have—and who wants what they already have? Everyone is looking for ways to improve their situation, and if you’re able to make that happen for them with your offer, they’ll be motivated to close with you.

When should you use it? This technique can be used for prospects who happen to be a time-sink and take up a lot of your time – with little to show by way of progress. Again, use this technique only once you know that they’re really convinced of the value they can get from using your product or service. Throwing it to prospects who may not be so convinced can jeopardize your deal. 

Example: We’ve spent the last weeks trying to make this work, and I appreciate the time and effort that you put into this. So here’s the suggestion: Let’s spend the next 15 minutes trying to get this to the finish line. But, if we are unable to do that, let’s take a step back and reconnect when you are really ready to pull the trigger on this.

The Now or Never Close

Image represents conversation between the sales rep and the client with the Now or Never Sales Close

Commonly referred to as the Urgency Close, the Now or Never Close is a hard close sales technique where you pressure the prospect to make a decision. This technique works when coupled with a special discount or freebie for a limited period.

When should you use it? This technique is best used when the prospect is on the line about buying your product. Similar to the takeaway close technique, a sense of urgency comes into play and the fear of missing out on a discount/limited-time offer nudges the prospect over the proverbial line to get your product.


Prospect: I love your product. Let’s catch up next week to discuss the next steps.

Salesperson: I understand. But we have a special 25% discount for those who sign up within this week. Wouldn’t want you to miss out on that.

The Summary Closing Technique

Image represents conversation between the sales rep and the client with the Summary Sales Close

Think of a well-executed closing argument delivered by a trial attorney in court. There are no new facts or concerns introduced here. Just a simple act of selectively summarizing the highlights and pointing toward the only logical conclusion that emanates from connecting the dots. The summary close works the same way. You give prospects a glimpse of the things that could get better upon using the product to nudge them towards buying it.

When should you use it? Summary close works great when you have gone through an extensive discussion/ evaluation, and it is now time to switch gears. It is especially useful to get the attention of managers who are in the process of buying multiple tools simultaneously. When you summarize, you remind them of your product and thus help them make a decision faster.

Example: So, Peter, over the last few weeks, I can see that your team has rolled out a great pilot of our customer success tool. With our product, you were able to monitor your customer health in real-time and focus on the right customer at the right time. We’ve already greenlit the feature request and reduced the price to $2500 per month. All that is left is for you to sign the dotted line and get started on improving your customer retention.

Something For Nothing Close

Image represents conversation between the sales rep and the client with the Something For Nothing Sales Close

Humans tend to return good deeds.

Dr. Robert Cialdini’s Principle of Reciprocity proves that it is a social norm of respond to a positive action with another positive action.

The ‘Something For Nothing Closing’ technique works around this concept. You give your prospect a free add-on or an extra feature in goodwill, and they will be obligated to do something in return – that something, in this case, can be buying the product. ‘Something For Nothing’ works because people like free things. But just to keep things clear, the freebie you give should be of value to them and less value to you. You can’t offer them free months on a paid plan; that would be a loss for you, nor can you offer them handbags and ask them to sign up.

When should you use it? If you work for an early-stage startup without much social proof to show, this technique can work wonders for you. However, this isn’t the most desirable closing technique as your company grows and gains brand authority.

Example: To get things rolling in the right direction, we’ve decided that if you were to sign, we would throw in our concierge migration service for free. We usually charge $1000 to do this for our other customers, but in this case, we are keen to work with you guys. What do you say?

The Objection Close

Image represents conversation between the sales rep and the client with the Objection Sales Close Techniques

Once you have made sure that your prospect has understood everything about your product and what it has to offer, try closing the deal by asking them for any objections they might have with the product.

This approach allows the prospect to raise any final objections or doubts that they need to clear up without saying no to the deal.

When should you use it? This type of close works best with those prospects who are skeptical of your product and have concerns about it.

Example: Troy, is there any reason whatsoever on why we shouldn’t proceed with this deal?

The Ben Franklin Close

Image represents conversation between the sales rep and the client with the Ben Franklin Sales Close Techniques

Benjamin Franklin was not only a great inventor and politician, he was also a brilliant businessman. Whenever he was hesitant about something, he’d list down the pros and cons of the decision. This simple tactic has enormous potential when it comes to sales closing.

Listing down the pros and cons of your product will help the prospect visualize how valuable your product can be for them.

When should you use it? It’s best used when the prospect is hesitant about whether to get your product or not. You can make them list down the pros and cons, and once they see that the pros outweigh the cons, the odds of you closing the deal improve.

Example: Let’s go over the pros and cons of using XYZ. Switching to us, your employees will need to be trained, and yes, the data needs to be ported over. However, we have top-notch training and onboarding specialists who are available 24/7 to support your needs, in all our paid plans.

The Sharp Angle Close

Image represents conversation between the sales rep and the client with the Sharp Angle Sales Close

Sometimes you come across prospects who are better negotiators than you. They’ll know how to make you run in circles to get what they want ultimately- either a discount, an add-on, or worse, make you give up on them. They bring this objection in the form of a challenge like ‘can you deliver’ or ‘there is an issue’ or so on. Using the sharp-angle tactic, you can answer this question with another relevant question in the hopes of closing the deal.

If you get a positive response, the deal is done and dusted. Otherwise, if you happen to get a negative reply, you know that they’re either not serious or there is another issue. Here you are given a second chance to clarify any other issues they have.

When should you use it? The Sharp Angle Closing Technique is best used when the prospect will most likely buy your product, but they have one nagging objection stopping them. 


Prospect: If we go with your service, we would need XYZ by one month. Can you deliver that? 

Salesperson: If I could deliver XYZ in a month, are you ready to jump on board now?

The Needs Close

Image represents conversation between the sales rep and the client with the Needs Sales Close Techniques

Satisfying a prospect’s needs is the best way to get them to buy your product and that’s what the Needs Close sales technique does. First, list the things the prospect said they needed from your product. Then review the list against your product and start ticking off the ones that match. The more boxes ticked, the better fit the product is for the prospect.

When should you use it? The Needs close technique works in situations where the prospect isn’t sure of how your product would benefit them. By listing down and ticking off the matching ones, you are showing the prospect how your product is helping them.

Example: Let me make sure I’ve gotten everything you’re looking for. You need a tool to schedule follow-up emails, build and manage a prospect database and integrate with the CRM. Did I miss anything? Great. ABC offers all this and much more.

The Visual Closing Technique

1 Comment

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