Need a Good Closing Line?

The end of a month, quarter, or year usually brings along with it some pressure to wrap up pending sales transactions. Some trainers tout closing tricks or gimmicks as if they are sure-fire ways close the deal. I find that very few customers want to be tricked into buying a product or service. Closing is still an important skill set in sales, so here are a few tips that might help.

First, closing a deal is not something that should sound self-serving. Anything that starts with "I would like to suggest that you…", invites more risk into the equation than value. A better approach would be to simply say, "Mr. Customer, would it make sense to ______?" Simply insert an appropriate next step, which could easily be wrapping up the transaction, and you are in a very good spot.

Rather than risk sounding like you are prematurely counting your chickens before they've hatched, you instead are inserting logic into the equation, where if it does make sense to take the suggested next step, then it's logical and reasonable to suggest moving forward. If not, you have a perfect opportunity to find out what might be holding up the decision.

Don't forget that deals need to be ready to 'be closed' before any suggestion to move forward with a transaction would be appropriate. Does the customer see and appreciate the full value of your product or service? Do they recognize the existence of multiple needs? Are the right people involved? do they have enough 'ammunition' to sell your proposed solution internally to their boss or approval committee?

Lastly, there's no edict that requires sellers to wait until the last minute to complete a transaction. In fact, with some deals, it's smart to give incentives to wrap up the transaction earlier rather than waiting until the eleventh hour. And, as some of you already know, if a December deal isn't pretty much iced by the 15th or 16th, then it's probably not going to happen.  The "trick" is having candid conversations with customers early enough so they can then help you navigate the buying process mid-month as opposed to worrying over the holidays about whether Santa will put a bluebird in your stocking this year.