Closing a sale can be nerve-wracking for even the most experienced sales professional. Even if the entire sales process goes smoothly, asking for the sale leaves many reps anxious. To the rescue is Emma Brudner, who wrote a list of 18 go-to phrases for closing. In her HubSpot article, Brudner points out that while a prospect’s “yes” or “no” answer relies on more than just the rep’s closing phrase, that phrase does have impact.
The first thing to consider when closing is whether or not your phrase or question is assumptive. As Brudner points out, it shouldn’t be: “The assumptive close is a manipulative sales tactic. Essentially, you act like the prospect has already decided.” Below are three examples of an assumptive close:
- “When should we get started on implementation?”
- “What delivery date would you like?”
- “Which [package, tier, bundle] are you going with?”
This is an age-old tactic that does not appeal to buyers. These assumptive closes will certainly not tip the scales in your favor if a prospect is undecided nor will it give the prospect a positive impression of you.
Instead, Brudner shares phrases that you should use, including both aggressive and nonaggressive tactics. Below are a couple of examples:
“It seems like [product or service] is a good fit for [company]. What do you think?”
This is a great closing question because it invites the prospect to consider all of the positives things about you and your business. Additionally, you are asking for their opinion rather than using your own opinions and coming across as self-serving.
What happens next?
When a prospect seems to be stalling, this phrase will give them a little push. “It might seem crazy to put your prospect in the driver’s seat like this — but something’s preventing them from buying, and you need to figure it out if you want any shot of getting their business,” Brudner explains. Asking this simple question helps move the conversation to where it needs to be.
The above are just two examples of the 18 that Brudner shares in her article. Whether you are comfortable being aggressive or not when closing, it’s likely you will find at least a few phrases that fit your sales style.