Although relationship and brand-building are important aspects of the sales pipeline, how you deliver your sales closing phrases is the end game. Many sales professionals struggle to find the right words to close a sale, and that’s definitely something to improve on.
Bad sales closing phrases can leave a permanent mark on your prospects and adversely affect the relationship. So, what are the magic words to get the job done? In this blog, we’ll be telling you all you need to know to get the handshake.
What is the importance of sales closing phrases?
Think of sales closing phrases as the outcome of an enticing movie. Your prospect has been intrigued by the build-up and climax of the story, only to be disappointed by the ending. Now they’re wondering whether it was all worth their time. You don’t want them to be questioning your expertise or have any doubts about the relationship.
That’s how important sales closing phrases are. A good sales leader should know the right words to say to effectively close a sale. These words set the tone for the conversation, help you overcome objections and, ultimately, make the sale. They also morph your future relationship with the prospect.
The 8 most effective sales closing phrases
1. Highlighting benefits to tackle pain points
A good way to close a sale is to re-address the prospect’s pain points and emphasise how your product/service will help them achieve their goals. For example:
‘It seems like our product will benefit your company by [increasing efficiency/simplifying business processes/helping you save time]. Are you all set to see a contract?’
This sales closing technique draws on the power of visualisation. It makes the prospect look back on the pros of your product and imagine the positive changes after implementing it. Ending with the ‘are you ready’ sales closing phrase serves as the icing on the cake to help nudge the prospect to come to a mutually beneficial agreement.
2. The final assurance
You are confident in your product’s capabilities. You know that it can solve the prospect’s pain points and help them get great results. But does your prospect know how confident you are? A good sales closing method is to reassure the prospect by using terms that express firmness. For example:
‘Our product appears to meet your company’s precise requirements. I am certain that it will effortlessly solve the problem you’re facing.’
By using this closing phrase, you’re establishing your knowledge of the prospect’s needs. You’re also assuring them of your belief in the product. This way, they’re likely to be convinced and ready to commit.
3. The simple suggestion
An important aspect of making a sale is to appear human — you don’t want to sound impersonal and robotic. You want your prospects to view you as being trustworthy and sincere.
That’s why it’s good sales closing practice to ask them to give your product a chance rather than openly asking for a sale. Remember, you don’t want to come across as being too pushy, or you could lay your important work thus far to waste. Try the phrase:
‘Why don’t you give our product a try?’
You’ll notice that it’s an effective sales technique that humanises the process. It not only downplays the risks involved but also shows that you’re putting yourself out there, asking for a chance.
4. Taking initiative
Sometimes, it can be useful to take charge, especially when your prospect is expressing hesitancy. You can move the sales conversation closer to a close by sparking a sense of urgency without adding pressure. Use the phrase:
‘Perhaps we should get you signed up right now. What do you say?’
By using this closing statement, you’re helping the prospect naturally progress to the next step. They won’t feel pressured in any way, and you’re likely to end up sealing the deal. Just be sure that you’ve already discussed all the possibilities and necessary details beforehand.
5. Expressing concern
A good way to close a sale is to remind the prospect of the necessity of your product. You know their pain points and understand that your product is the answer. Now, all that’s left is to convince the prospect that their company needs it to get them out of a rut.
‘I’m aware that keeping your company afloat in this competitive industry is your top priority. Are you interested in finalising today to protect your organisation?’
A deeper look into this statement also shows that it relies on fear as a stimulus. It frames your product as essential and valuable to cater to the prospect’s concerns. They are more likely to be ready to take action based on these factors.
6. Letting them assess
During a sales meeting, you can sense if the prospect is having second thoughts about your product. They’re probably weighing the pros and cons in their head. Take that as an opportunity to pick their brain. For example:
‘Given what you’ve learned about our product in this meeting, do you see any reason not to proceed?’
This closing statement is an open invitation to the prospect to disclose their reservations. Are they second-guessing your product? Do they have other objections to the sale? When they open up, you can address their qualms properly. This gives you a good opportunity to convince them one last time and finalise the sale.
7. The quick summary
This is another key visualisation technique that reminds the prospect of how they’ll be benefitting from going forward with the sale.
‘To summarise, [your product name] is a unique software programme that offers [specify its working and benefits briefly and mention any incentives you’ve added to the sale]. So, what would be a good delivery time for you?’
You can use this closing statement to give a quick recap of your product — how it works and benefits the prospect’s company. By summing up these key sales details, you’re helping the prospect visualise the benefits. Adding a question at the end will help you seal the deal.
8. Inviting concerns
‘If you don’t have any more concerns, we are ready to initiate the process.’
By incorporating this sales closing statement, you’re giving the prospect a chance to raise any concerns they have about your product or the accompanying terms and conditions. You won’t appear pushy. Rather, you’re prompting them to bring up additional queries. If they don’t have any, use the opportunity to move forward with the agreement.
The biggest challenges to closing a sale
No matter how much you’ve prepared your pitch, there’s always a slight chance for something unforeseen to occur during a sales meeting. If you’re not prepared to handle unplanned queries and concerns, it can bring down your whole game.
We’ve gathered a list of some of the biggest challenges sales reps face before closing.
|Objections||Many people have second thoughts right before following through. Facing objections from the prospect before closing is a common issue that you should be prepared to handle. It could be because of the price, lack of faith in your product/service, or it could be they’re simply not in any hurry to make a deal. In these situations, it’s important to listen fully to what the prospect has to say before responding. You wouldn’t want to sound too pushy.|
|Lack of interest||Sometimes, the prospect isn’t genuinely invested in your product or the offer on the table. It’s important not to take these objections personally, but you should make sure you understand the nature of their issue. Ask them directly to know whether it’s your product that the prospect finds no need for or your offer isn’t compelling enough.|
|Competition||Even with a great sales pitch, your prospect might have other good options lined up. If there are many competitors in the market, it can be challenging to get your prospect to sign the deal. They’re likely considering other options and want to give them all a chance.|
|Difficulty building rapport||Building a strong foundation with a prospect is important before attempting to sell them something. Some salespeople might find it challenging, but you’re highly likely to close a sale this way. Without building rapport, the prospect might not be comfortable signing with you.|
|Timing||Timing is everything in the sales process. You need to be certain that the prospect feels an urgency to go through with a sale and address their company’s pain points. It’s vital to pitch at the right time because, otherwise, the customer won’t see an immediate need for your product.|
|Inadequate product knowledge||Knowing your product/service inside out is very important. If at any point the customer sees that you lack product knowledge, it’s hard for them to trust you. It makes you appear unprofessional and creates an atmosphere of distrust. The prospect likely won’t go through with it or do business with your company in the future.|
|Communication and negotiation skills||When you know your prospect well, you can talk to them in a way that makes them listen. Effective communication leads to productive and compelling sales discussions. It’s also vital to know how to cooperate, especially when it comes to price negotiations. Remember, there’s a fine line between presenting a good deal and being a bit too generous.|
|Lack of understanding of the customer’s needs||Have you taken the time to clarify your prospect’s needs and pain points? When you aren’t certain of these things, it can inhibit your ability to make an effective sales pitch. Every customer wants to hear what’s relevant to their situation. Generalising will make it hard to close, especially when you’re an inside sales rep.|
|Pressure||It’s common to feel pressured in a sales meeting, especially when you need to meet quotas or deadlines. When this pressure gets the best of you, it can make you seem pushy, and that’s never a good position to be in as a salesperson. An effective way to manage this is to reset the objective to ‘helping the client’.|
|Resistance to change||There are many reasons a prospect might resist a sale. They may be reluctant to shake things up in their workplace or have reservations about your company. That’s why it’s important to establish your credibility and experience in the same industry as the prospect’s company.|
How do I use sales closing phrases effectively?
Here are some tips for using sales closing phrases effectively:
- Build rapport and understand your potential customer’s needs and concerns
- Keep in mind that you’re pitching the benefits, not the product
- Use the appropriate closing phrase for each specific situation and potential client
- Be prepared to handle objections
What are some common objections that may arise during a sales conversation?
Some common objections that a sales rep might face during a sales conversation include concerns about price, lack of trust, uncertainty about the product and hesitancy to change.
How do you close a sale without being pushy?
Closing a sale without sounding pushy requires a balance of trust and rapport. You should be assertive while making sure that your focus is on the prospect and their pain points. It’s important to understand their needs and address any objections they may have. Give them time to speak and listen actively to what they have to say before giving a response.
A ‘no’ is something that a salesperson must be prepared to hear despite the best sales closing phrases put to use. A successful sales representative understands that any response means more information. It can provide insight to optimise your sales strategy and understand your prospects better.
References & Further Reading
- The 9 Sales Pipeline Management Tips Every Manager Should Know
- 9 B2B Sales Time Management Techniques of Top Salespeople
- How To Be A Successful Inside Sales Representative And Crush It
- The Seven Defining Qualities Of A Good Sales Team Leader
- Seven Proactive Sales Techniques to Scale Your Sales Now
- Visualisation Techniques for Successful Selling
- 9 Tips for Negotiating Prices with Customers
- 8 Ways to Avoid Sounding Like a Pushy Salesperson