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Training & Resources
Jun 10, 2019 | Canadian Professional Sales Association

When it comes to the best way to seal a sales deal, so much depends on the prospect: details of their personality, their situation and their company will all have a bearing on what you say and how. With that said, we’ve compiled this list of 10 closing phrases that you can adapt to seal the sales deal no matter the context.

1. "Let’s move forward. I can send the contract right now."

This closing phrase is a winner because it’s direct and also implies progress and momentum. No one likes to stand in the way of progress and the idea that the contract is “ready right now” gives the impression that moving forward will be seamless and easy. A softer alternative is to switch the opening statement to a question, “Shall we move forward?”

2. “Would you like to get going with this solution?”

A direct, honest ask - you’ve laid out what your company is offering and asking if they are on board. Sometimes a simple approach like this is the best way to go about things because it’s honest and authentic. Plus, framing your product or service as a solution all the way from opening pitch to close demonstrates that your confidence in your solution to their business pain.

3. "Is there any reason, if we gave you the product at this rate, that you wouldn't do business with our company?"

Geoffrey James identifies this phrase as a reverse close. Essentially, if your prospect answers "no" to this question, they've indirectly agreed to the contract. If the answer is "yes," it’s still a great opportunity to address objections and moving the deal forward.

4. "It seems like our product is a great fit for your company. What do you think?"

Ending by asking for their opinion brings a sense of collaboration, you’re looking for a solution together. Additionally, framing the question in a positive context, makes them consider all the good things your product brings. If they respond affirmatively, for example, "Yes, I think it could really help us with...," then you follow by telling them you’ll send over the contract. If it’s less clear cut or contains objections, you still have the opportunity to address these without everything grinding to a halt.

5. “You mentioned that you need this solution in place by [x date], let’s look at our calendars and set out when we need to begin implementation.”

This closing phrase couples time sensitivity and momentum. By reminding your prospect of their need for immediacy and adding an assumptive close (the idea that the deal is already in motion), your prospect will value your help in making things happen quickly. Note, this is only effective if the prospect has imposed a timeline. If you do so it seems pushy and aggressive.

6. "Would you like my help?"

In his book, Baseline Selling, Dave Kurlan gives us this great consultative close. In consultative selling, the sales rep becomes a trusted advisor rather someone aggressively pushing for a sale. By asking if they want your help, you inspire confidence in your product or service and come across as an ally rather than an aggressor.

7. "Looking at your needs and requirements, I believe either of these solutions would work for you. Would you like to go with [X] or [Y]?"

By phrasing the close as two choices, you’ve discreetly removed a third option - not to go with your company at all - and the prospect is likely to say “yes” to one of the alternatives you’ve presented.

8. "Why don't you give it/us a try?"

Sales expert Brian Tracy recommends rephrasing the close as a "giving the product a chance" rather than "making a commitment." This is reassuring to the prospect as it downplays risk and also humanizes you as a rep; you’re the one putting yourself out on a limb, asking them to give you a chance.

9. "If you don’t have any more questions or concerns, I think we're ready to get started."

Another simple way to close the deal without seeming pushy. You’re still giving them an opportunity to ask questions but ideally, by the time you use this phrase, you would have already addressed objections and the prospect will respond by agreeing to move forward.

10. “I’m conscious that you have another meeting, being mindful of your time, shall we move to the actual pricing and agreement?”

Framing the move into the close as being mindful of their schedule makes this shift seem attentive to their needs rather than yours. If the use of the time crunch doesn’t push them to sign there and then, it does at least give you an opportunity to schedule the next meeting.

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