Mastering the Art of Closing Incoming Calls

1. The Assumptive Close

Description: This technique involves assuming the prospect is ready to buy and proceeding with the final steps as if the decision has already been made.

How to Use:

• Example: “When would you like to start the implementation—next Monday or the following week?”
• Best For: Situations where the prospect has shown strong interest and engagement.

Benefits:

• Projects confidence and helps the prospect mentally commit to the purchase.
• Creates a smoother transition to closing by assuming the sale is a done deal.

2. The Alternative Choice Close

Description: Offer the prospect a choice between two or more options, making it easier for them to decide while steering them towards a decision.

How to Use:

• Example: “Would you prefer the standard package or the premium package with additional features?”
• Best For: When the prospect is on the fence about making a purchase.

Benefits:

• Simplifies the decision-making process by narrowing options.
• Focuses the prospect on choosing between options rather than deciding whether to buy.

3. The Urgency Close

Description: Create a sense of urgency by highlighting limited-time offers or deadlines, encouraging the prospect to act quickly.

How to Use:

• Example: “We’re offering a 20% discount for orders placed before the end of the month.”
• Best For: Situations where prospects are hesitant or need a push to finalise their decision.

Benefits:

• Encourages immediate action by leveraging time-sensitive offers.
• Helps prospects overcome procrastination and make a commitment.

4. The Summary Close

Description: Summarise the key benefits and features of your product or service before asking for the sale. This reinforces the value and addresses any lingering doubts.

How to Use:

• Example: “To recap, you’ll get 24/7 customer support, a 2-year warranty, and free upgrades with this package. Shall we proceed with the purchase?”
• Best For: When the prospect needs a final reassurance of the value being offered.

Benefits:

• Reinforces the value proposition and addresses any remaining concerns.
• Provides a clear overview that helps the prospect feel more confident about their decision.

5. The Trial Close

Description: Test the prospect’s readiness to buy by asking questions that gauge their level of interest and commitment.

How to Use:

• Example: “How does this solution fit with your current needs?” or “What do you think about the features we’ve discussed?”
• Best For: During conversations when you need to assess the prospect’s readiness and address any objections.

Benefits:

• Provides insights into the prospect’s thoughts and readiness.
• Allows you to address objections or concerns before making a final ask.

6. The Direct Close

Description: Simply ask for the sale directly and clearly. This straightforward approach can be effective when the prospect is already convinced of the value.

How to Use:

• Example: “Are you ready to move forward with this purchase today?”
• Best For: When you’ve addressed all concerns and the prospect is ready to make a decision.

Benefits:

• Provides a clear and direct path to closing.
• Avoids ambiguity and helps expedite the decision-making process.

7. The Concession Close

Description: Offer a concession or compromise to address a specific objection or make the deal more attractive.

How to Use:

• Example: “If you sign up today, I can include an additional month of service at no extra cost.”
• Best For: When the prospect is close to making a decision but needs a final incentive.

Benefits:

• Helps overcome last-minute objections by adding extra value.
• Demonstrates flexibility and willingness to meet the prospect’s needs.

8. The Question Close

Description: Use a question to lead the prospect towards making a decision. This technique involves asking a question that implies the prospect is ready to proceed.

How to Use:

• Example: “What date would you like to schedule the installation?” or “Which payment plan works best for you?”
• Best For: When you want to prompt the prospect to finalise their decision by focusing on logistical details.

Benefits:

• Encourages the prospect to think about the next steps.
• Helps move the conversation from a discussion to action.

Which technique do you feel most comfortable with and why?