TRAINING 6

HOW TO CLOSE A
SALE
 1. The Assumptive Close

• Talk Based on the concept that you firmly believe your prospect will
obviously like the business or product.
• Talk with confidence and passion.
• Show so much belief in the business.
• Use language that indicates that you believe the sale is a done deal.
Why this works:
• Your confidence and positive thinking is contagious.
• This makes the prospect think the answer should be as obvious to
them as it is to you.

When it works best:

• When you're working with people you are familiar with.
• When you know the product is a perfect fit for them.

When not to use it:

• When you have no relationship with your prospect
• When they aren't so receptive.
 2. The Now or Never Close
• Offer your prospect something that they can only get if they commit within
a certain period of time.
• Here you use the company incentives
• You can also use your own discounts.
• This is the last [product] I have remaining
• If you sign up today, you have chance to…
• This price is only for a limited time until [date]
Why this works:
• The prospect now feels that they are losing out on something.
• Makes them make a decision now.

When it works best:

• When you have discounts to offer.
• When the person is interested but delaying to make decision

When not to use it:

• When the prospect is clearly not interested.
• When you have no incentive to offer.
 3. The “One more thing” Close
• Based on the principle of sharing enough information to the prospect to
make them make a decision.
• Some times people don’t join or buy because we share shallow
information.
• Hit them with the most enticing part when they begin to show dis-interest.
Why this works:
When the prospect has enough information, they easily make a
decision.

When it works best:

When you and the prospect have enough time.
When the prospect already knows the business.

When not to use it:

When you've already bombarded and overwhelmed them with a
long list of the benefits of your product.
 4. The Summary Close
• At the end summarize all the key benefits of your product or business.
• You can also use this to re-emphasise all the different entry levels.
Why this works:
• Hearing all the benefits at once is more impactful than the one hour you
already spent going over them.

When it works best:

• When you know your product is a good fit.
• When the presentation has been long.
• When you have identified the real interest of the prospect.
• When the prospect doesn’t seem to make a decision

When not to use it:

• When the presentation was not too long.
• When the prospect makes a decision very fast
 5. The Puppy Dog Close
• Based on the concept that people who walk into pet stores and hold
puppies are more likely to buy them (due to their unbearable cuteness),
• You make your sale when the prospect can see the product physically.
• You can also give a product sample.
• The prospect can also attend a fun company event or training
Why this works:
If they start using the product, the benefits talk for themselves.
Naturally when people see a the physical product they are more attracted to
buy.

When it works best:

When you have some product samples.
When the product gives quick results.

When not to use it:

When you can give samples.
 6. The Option Close
• In this tactic, you offer your prospect several options to choose from.
• Hoping that they will choose one rather than saying no.
Why this works:
With different viable options in front of them, a person is more likely to
choose one.
Or choose the cheaper option because it feels like they are saving money.

When it works best:

When you have different choices to chose from.

When not to use it:

When you don’t have alternative choices.
 7. The Suggestion Close
• Here you offer your opinion about what would work best.
• People love taking advise especially from professionals.
• Be firm as you offer suggestions.
Why this works:
Your opinion enters their mind like facts do.

When it works best:

You have a great relationship with your prospect
You think they can be easily influenced.
When they see you as a professional.

When not to use it:

When you don't know your lead well at all.
They are more of an expert in the field than you are.