12 closing techniques – Part 2

BY:  Rebecca Herson
September 9, 2021

In our previous blog, we discussed the first seven common closing sales techniques of the two part blog post. And it seems salespeople can’t get enough of this topic! Salespeople want to close the deal when making a sales call, but the process is often a delicate situation, especially when dealing with new customers.

Fortunately, more help is on the way! Here are five more closing techniques your salespeople can use as part of their sales toolkit.

The options closing technique

With the options closing technique, your salespeople want to create a few options for the client to select from, because everyone loves options! The options close falls somewhere in between the assumptive and hard close techniques.

The idea is to give the customer options such as specific features the product offers, or pricing options which gives more flexibility when choosing a package that fits their budget. Your salespeople should have both a less and a more expensive option ready. They might even include a third option that doesn’t relate to the solution the client is seeking. Why? It’s a psychological strategy that leads the customer back to the first two options presented!

This technique works best with clients who might want to close the deal, but have some concerns or questions that affect their confidence when striking a deal. Keep in mind: in order to use this technique your solution must have the flexibility to all for the creation of various options.

Sharp angle/Sharp curve/U-turn closing technique

As a part of the buying process, many buyers have already researched what’s available before even talking to your salesperson. So, a potential customer might try and hold out for what they deem is the best deal. If your salesperson catches on quickly and realizes they’re holding out, they might try offering the client a good deal up front, such as a free trial or trying the product at a slight discount.

The salesperson can then return to investing in presenting the product more fully at a later point. This gives the client the chance to check out the solution and see how it works to fix their problem.

With this technique, the customer is offered the deal up front with the hopes of enticing them to try the product or service out. This technique works best if you have an insider at the company or already know someone at the company. This champion at the company can give your salespeople insider information on what the company is looking for, allowing them to tailor an offer to meet this demand.

When it comes down to it, this technique is more in line with a second or subsequent call, and not the initial sales call to a company.

Keep in mind: Your sales rep shouldn’t use this technique if the client is showing any signs of rejecting the offer. So, if they notice that resistance is there, they should consider using a different technique instead.

Asking for a friend closing technique

This method is perfect for clients who seem completely disinterested in the sales pitch. In fact, maybe the client is only listening to the sales pitch to be nice. It happens!

When using the “asking for a friend” technique, your salespeople should focus on talking about the high-level details of the solution you’re offering and avoid discussing making an actual sale. Here’s how it works: The salesperson asks the client if they have a friend who might be interested in the product or service. This way, at least the salesperson can gain another connection for a potential sale later on.

When using this technique, it’s important to not give too much detail about the sale of the product so the prospect doesn’t think that the salesperson is “just trying to sell them something.” If you don’t put on intense sales pressure, they will most likely be more willing to connect you to other prospective clients, as well as be open to a future sale.

Keep in mind: The salesperson can use this tactic to try and find out if there’s another client pain point. If so, your company might just have the perfect solution. The bottom line: This technique creates a closer connection between your salesperson and the original client.

Case study/Suggestion closing technique

Just like the name suggests,  with this closing technique your sales rep uses past experience, or a case study, to relate to the story they’re trying to tell as a part of the current sale. This could be something from a past sales experience or one from a past customer.

This closing technique is extremely effective because it uses something from a case study that’s already been proven in the market, and  sets up your salesperson as a problem solver.By offering a solution that solves the client’s pain point, the client is more likely to listen and purchase the recommended product or service.

Keep in mind: Your salespeople should avoid mentioning the company the case study is about,  especially if they are a smaller company. Of course, if the case study involves a larger company and a well-known solution, your salesperson should definitely mention the company by name, while at the same time avoiding revealing any confidential information.

Question closing technique

Probing clients is a salesperson’s specialty! So your salesperson can use the question closing technique as a way to probe the client for additional information. How it works: The salesperson asks questions about whether the solution will fix the client’s problem, or not in some cases.

This allows your sales rep to determine how to adjust and fine tune the current sales call, or a future call, to track more toward what the client wants. This also gives your salesperson an opportunity to find a workaround for a client’s concern about the solution presented.

Keep in mind: This type of sales closing technique works great with clients that hold their cards close to the vest and don’t like to reveal too much information. The technique can draw them out, allowing your salespeople to learn more about the client.

Mixing and matching closing techniques

The best part about closing techniques is they can be used together for a more effective selling strategy. For example, your sales rep could use the case study closing technique initially to establish themselves as a trusted professional. If they still notice objections from the client, they could then use the question closing technique to find out where the resistance is coming from.

Ultimately, all of these closing techniques give your salespeople a better connection with their clients, which often leads to a sale.

Your salespeople can work with Jenny, Second Nature’s sales coaching AI, to practice these sales closing techniques. With Jenny, your salespeople can perfect their sales closing tactics, giving them the best opportunity to make a sale when it really counts.

Try Second Nature today and get your salespeople started on the path to sales success.

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About the author

Rebecca Herson

Rebecca is head of marketing at Second Nature.

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