Closing phrases that are thoughtfully crafted and impactful can really help salespeople seal the deal. But, coming up with the best sales closing tactics doesn’t come naturally to everyone. Plus, it’s a nerve-wracking stage of the sales process. As HubSpot’s Emma Brudner points out, “No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver.” With these potential pitfalls looming, reps may head into closing presentations with some hesitancy.
To help, Brudner shares 26 closing phrases that reps can use to ensure they end their closings on a strong note. She acknowledges that yes, closing a deal doesn’t necessarily hinge solely on a specific closing sentence or question. But, the “right” words can make a difference, and leave a lasting impression on the prospect before they make a decision.
The Best Sales Closing Tactics: Closing Phrases
There are different approaches to closing, and reps first need to determine their approach before choosing the best sales closing tactics for each situation. Brudner breaks down her suggested phrases by closing type. One style she highlights is using transition phrases and questions to guide the buyer to accepting a deal. Below are examples of ways to effectively, yet gently, guide the buyer to close.
- "Unless you have any more questions or concerns, I think we're ready to get started." This is an excellent way to get the closing process going in a gentle and non-aggressive way. It also gives them the opportunity to request more information that they may need before deciding, opening up the conversation to potential objections that you can now address.
- "Tell me your thoughts." This is another very prospect-centric closing phrase. It also gives sellers the chance to get an idea where exactly the prospect is in regards to deciding. “To gauge how ready your prospect is, say this,” Brudner advises. “If they're looking for the metaphorical pen to sign on the dotted line, they'll usually say so. If they're still unsure, you'll hear some hemming and hawing. This gives you the chance to figure out what's holding them back without trying to close too soon.” Thisvdetermines if you and the prospect are on the same page.
- "Let's discuss pricing." This closing phrase steers the conversation into a new direction. It transitions dialogue from general sales points like ROI to actual agreement terms. It kicks the conversation up a notch to the next level. While Brudner admits it’s not very subtle, it is effective at getting to the next stage of the close. It also gives you another opportunity to showcase value.
Closing questions to consider
Brudner also gives examples of questions that buyers can ask at the close. “Use these non-aggressive closing questions to make the buyer feel comfortable, without completely taking off the pressure,” she explains. Below are a few examples best sales closing tactics questions:
- “Is there any reason, if we gave you the product at this price, that you wouldn't do business with our company?" This closing question works well because it is non-aggressive yet does put the prospect on the spot. Brudner calls it a “Jedi mind trick.” If the prospect answers in the negative, they’ve indirectly agreed to a deal. If they answer “yes,” this presents the seller with an opportunity to directly address objections.
- "If we could find a way to deal with [objection], would you sign the contract on [set period in time]?" This phrase can actually piggyback off the previous question if the prospect reveals any objections. “Objections often kill deals,” she writes. “But in this case, handling the objection is actually a way of closing the sale…if a fix is possible, getting the customer to commit ahead of time is a clever way of turning a con into a pro.”
- "It seems like [product/service] is a good fit for [their company]. What do you think?" This is a great closing phrase to use because it invites the buyer to think of all the reasons that they should buy. Also, because you are asking for their own opinion, your statement comes across as more caring rather than self-serving.
- “What happens next?” Straight and to the point, this question invites the prospect to take the lead and share where they hope to be going. “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,” she explains.
- "Why don't you give it/us a try?" This is a great example of an unassuming and humble closing phrase. It comes across as innocent and not self-serving thanks to the unassuming tone. Also, rather than using words like “commitment” and “contract,” it adds a more colloquial feel, which builds rapport and downplays any risk.
Closing phrases may not be the only factor a prospect considers when deciding to buy. But, a salesperson’s closing words can and do have an impact. By being thoughtful about the phrases and questions used, reps can steer conversations, gain more insight into the buyer’s mindset, and clear up any lingering objections. Consider Brudner’s suggestions to make sure your closing phrases are helping rather than hindering.