17 Closing Techniques to Close/ Win More Deals

Closing deals is a make-or-break step for sales agents. It’s where all your hard work pays off or falls short. But how do you boost your chances of closing a deal? Well, it starts with your closing technique.

Choosing the right closing techniques can make all the difference between success and missed opportunities. In this article, we’ll show you 17 proven closing techniques to help you connect better with customers, build stronger relationships, and win more sales.

What is sales closing? #

Sales closing is the process of finalizing a deal. It happens when a prospect moves through the sales funnel from consideration all the way to commitment by agreeing to purchase your product or service.

This step is the most important in any sales funnel because it decides whether your previous efforts—whether in person, by email, or on platforms like WhatsApp—were successful. It shows your ability to connect with customers, identify their pain points, and present them with a suitable solution.

WhatsApp, in particular, is an excellent channel for closing deals because it offers a quick and personal way to connect with prospects, answer final questions, and build trust. The right approach here can turn a potential lead into a loyal customer, so it’s important to choose your closing technique wisely.

How to close a sale deal: 17 proven techniques #

Here are 17 techniques that you can try to close more deals!

1. Create a sense of urgency #

This technique is commonly called the now or never close, and it encourages the prospect to act quickly by presenting a time-sensitive offer or emphasizing the loss of an exceptional opportunity.

The idea is to make the customer feel that the deal might slip away if they don’t act now, which creates a sense of urgency and increases the chance of closing the deal.

An example of this technique is when a sales agent offers a limited-time discount on a subscription plan. The urgency motivates the customer to make a decision swiftly. If the conversation is happening over WhatsApp, the agent could send a quick, more personal message:

“Just a reminder—your discount expires soon! Let me know if you’re ready to lock it in.”

This personal approach can make the customer feel more appreciated and inclined to accept the offer.

2. Match the offer to the customer’s needs #

This technique, also known as the unique offer close, includes customizing your offer so that it matches a customer’s unique needs. First, you identify their pain points and then show them how your solution is their best bet.

Receiving a customized offer can make the prospect feel more valued, and they’ll feel like they’re missing an opportunity if they refuse the deal.

An example of a unique offer close is when a customer expresses concerns about price. Then, you can present a customized package that suits the prospect’s budget and highlight the value it offers.

3. Present two alternatives #

This is a sales technique called the alternative close, and it makes it easier for your prospect to make a decision, but how? Instead of asking them an open-ended question that requires a lot of thinking, you give your prospect two options only to choose from.

For instance, instead of saying “So, are you interested?”, you say “Would you prefer the monthly plan for flexibility or the annual plan for more savings?”

The clarity of the options they have will help them make a faster decision and get you closer to sealing the deal.

4. Assume the deal is successful #

This is the assumptive close technique, and it depends on you being confident enough in your sales strategy and product that you simply assume the deal is successful, even before it’s closed.

To close a deal using this technique, you need to guide the conversation toward the next step and reinforce the idea that the customer has already decided to buy your product, but how?

You can use messages like this one to steer the conversation where you want:

“Great! I’ll go ahead and send you the agreement so we can get started. Once you’ve reviewed it, just let me know if you’d like to schedule the onboarding session for next week. Looking forward to working with you!”

By assuming the deal is closed, you subtly push the customer to finalize the decision. If the conversation is happening on WhatsApp, you can even send the contract link or next steps immediately, maintaining momentum and wasting no time.

5. Ask a sharp-angle question #

Asking a sharp-angle question is a key step in a technique called the sharp-angle close. It’s when you answer an objection before it’s fully expressed and then turn it into a reason to close the deal.

Basically, it’s a preventive measure where you address a concern the prospect may have and make it seem like an easy solution.

An example of a sharp-angle question is:

“I think you’re concerned about the monthly cost, but would it help if I showed you how our basic plan could meet your needs at a more affordable rate?”

Over WhatsApp, this could be phrased as a quick message:

“I understand budget is a concern—how about we start with our basic plan to keep things more affordable? I can share the details right now!”

6. Let the prospect test your service #

Letting your prospect test your service before closing a deal is known as the puppy dog close, and it’s basically an offer of a free trial. This technique depends on the fact that some prospects don’t accept word of mouth. They need proof of how your service can help them, and the easiest way to have that is to let them try it.

Suppose your service is a software program. You can offer your prospects a 7-day trial and let them experience the features themselves. Once they’ve experienced it firsthand, the chances of them closing the deal increase.

7. Ask about your prospect’s objections #

For this technique to work, you need to ask the prospect about any concerns or objections they have about your product. Once you get your answer, you can clear up any doubts they have and convince them to commit.

This technique, called the objection close, shows your prospects that you care about their pain points and are committed to bringing them an ideal solution. Over time, this behavior could build customer trust and loyalty.

To test this technique, send a message similar to this one:

“Before we wrap up, is there anything else you’re unsure about? I’m happy to clear things up for you!”

8. Provide proof that your product works #

Some prospects won’t be convinced that your product can help them till they get proof. In this case, you’ll need to send them testimonials, case studies, or reviews from other happy customers. It’s a common technique in sales called the testimonial close, and it helps solidify the idea that your product can benefit your prospect.

The testimonials you send them can be online reviews, videos, screenshots, or any positive words you’ve received from previous customers.

9. Ask a low-impact question #

This technique includes asking the prospect a question that nudges them toward closing the deal but without pressure. The question doesn’t have to be directly about making the sale. For instance, it can be something like this:

“Would you like me to send over the details of our plans so you can review them at your convenience?”

This subtle approach, called the soft close, works well over WhatsApp, where it’s easy to share documents or pricing options in real-time and keep the conversation flowing naturally.

10. Ask a series of questions #

This is a closing technique called the scale close, and it includes gradually guiding the prospect toward closing through a series of questions. The aim of this technique is to reassure the prospect that your product is what they need.

Some examples of the questions you could ask are:

• Are you looking for a solution that can reduce your workload by automating tasks?
• Would you like a system that integrates with your current tools?
• If we can help you achieve these outcomes within your budget, would that meet your expectations?

As the customer agrees to each point, their confidence in the product grows.

While this approach doesn’t work well over email because of its slow-reply nature, it works perfectly well on direct communication channels like WhatsApp. It’s easier to get the conversation flowing when you’re expecting an answer immediately.

11. “Just one more thing” #

This technique is called the Columbo close, and it gets its name from the famous TV detective Columbo, who would often end conversations by saying, “Just one more thing…” before revealing a key detail that caught people off guard.

Similarly, in sales, this approach involves adding one last compelling point just as the conversation is about to end. This unexpected twist can grab the prospect’s attention and nudge them toward closing the deal.

An example of this close is sending your prospect a message similar to this:

“Oh, one more thing! If you sign up today, I can include a free onboarding session to help you get started.”

12. Make a list of pros and cons #

Listing your own product’s pros and cons is a famous sales closing technique called the list close or the Ben Franklin close. Its main goal is to show the prospect that the product’s pros outweigh the cons, nudging them toward making a positive decision.

You can present the list in multiple ways. For instance, you can prepare a visual or a written document and send it over email. Alternatively, you can send the list directly over a WhatsApp chat or any other direct communication channel. Doing so will give the prospect a chance to reply promptly and discuss the list in real-time, saving time and getting you closer to winning.

13. Give a more affordable, less attractive offer #

If your prospect doesn’t want to close the deal because of budgeting, you can give them a more affordable offer after leaving some attractive features out. This move is called the takeaway close, and it highlights features that customers will miss out on if they commit to the more affordable offer.

The fear of missing out FOMO feeling will create a sense of urgency and increase your chances of winning the deal.

This technique works best over a direct communication channel, like WhatsApp, because you can address budgeting concerns in real-time and give another offer before the prospect considers another option.

14. Use visuals #

Using visuals in your sales pitch can grab the prospect’s attention and leave a lasting impression. You can use videos or infographics to show your product’s features and demonstrate how it can help the prospect with their pain points. It’ll make it easier for you to explain complex points, and your customers will be more engaged throughout the process.

This technique is called the visual close, and it’s pretty famous in the technical field, where explaining a product’s features can take a long time.

15. Summarize it all #

Summarizing every point you talked about with the customer and sending it to them is a solid closing technique called the summary close. Basically, you summarize the main features and benefits your product can provide the customer to remind them of the value they’ll receive.

When the details of your conversations and the offer are scattered, prospects might feel confused and lose interest in the product. This is especially the case when you’re dealing with busy customers who have no time to do their own research.

This technique helps you overcome this issue, as you’ll help your prospect review all the points that matter to them at once, making it easier for them to agree.

If done over WhatsApp, the prospect will be able to check the summary in real-time, helping them make a final decision before losing interest. Alternatives like emails and calls are slower and don’t have as high open rates as WhatsApp.

16. Listen to the customer’s needs #

This technique, known as the needs-based technique, includes prioritizing the customer’s needs and goals. Instead of trying a generic pitch, you take the time to listen to the customer and understand what they’re looking for. This way, you can customize the solution to their needs.

This approach builds trust and positions you as a problem-solver rather than just a salesperson, which can encourage the prospect to close the deal faster.

A direct communication channel like WhatsApp is ideal for this technique because it encourages informal, two-way conversations. Customers are often more open to discussing their pain points in such settings, making it easier to uncover their priorities and adjust the sales pitch in real-time.

17. Show empathy #

You can use this technique to build trust by connecting with the prospect on a human level. It’s not just about selling; it’s about showing that you understand and care about their pain points. When a customer feels heard and valued, they’re more likely to trust your recommendations and close the deal.

Called the empathy close, this technique works best over conversational channels like WhatsApp because you can customize your messages based on the customer’s needs and address concerns immediately.

Common closing mistakes to avoid #

There are many common mistakes that sales agents make while closing deals. Here are a few examples and how to avoid them.

Not listening to customers #

It’s easy to get carried away while talking to a prospect. Sometimes, you end up talking about your product more than listening to the customer, which doesn’t help you close deals any faster.

Listening to your prospects is mandatory because it helps you customize your pitch according to their pain points. Also, it makes them feel valued, which builds trust and gets you closer to closing the deal.

Focusing on features more than benefits #

Listing your product’s features to the prospect isn’t as effective as saying how it can benefit them. Most of the time, a prospect will research the product before talking to you, so they’ll already be aware of the features it has.

Instead, focus on connecting the features to the customer’s needs. For example, instead of saying, “Our software has an advanced analytics dashboard,” say, “Our software’s advanced analytics dashboard can help you identify trends and make data-driven decisions to improve your bottom line.”

Rushing the close #

It’s easy to get excited during a sales pitch and rush to close the deal, but being overly eager can put unnecessary pressure on the prospect, making them feel uncomfortable or even defensive. Closing is a process that requires patience and timing.

Instead of rushing, pay attention to the questions your prospects are asking. If they’re asking detailed questions or comparing pricing, they’re likely close to making a decision. Use these moments to gradually guide them toward a close rather than forcing it.

Forgetting to follow up #

Many deals are lost because the sales agent fails to follow up with leads after an initial conversation. Prospects need time to evaluate their options or discuss with other stakeholders, and a timely follow-up can keep your offer top of mind.

Make it a habit to follow up consistently but respectfully. A quick message on a direct channel like WhatsApp is suitable to check in without being intrusive.

For example, “Hi [Name], I wanted to follow up on our conversation. Do you have any questions or need additional details to make a decision?”

Using a one-size-fits-all approach #

Using a generic pitch can feel impersonal and drive customers away from closing the deal. Prospects are more likely to engage when they feel your offer is personalized and meets their needs.

To personalize your pitch, take time to research the prospect and understand their pain points. If they worry about budgeting, offer them a lower pricing plan. If they care about scaling their team, show them the features that can help them do so.

Conclusion #

Closing deals is the most exciting part of being a sales agent, but it requires skill, adaptability, and a solid closing technique that fits the persona and needs of your customer. Luckily, there’s no lack of techniques you can try to win your prospect over.

You can choose from the list we provided above according to your prospect’s pain points and objections. Customizing your pitch to fit your customer will help you build trust and close more deals.

Ready to apply these techniques on the best platform for sales? Learn how to use WhatsApp to boost your sales in this blog post!

Frequently asked questions #

About the author

Hania Elmessiry

Hania is a content writer with four years of experience, driven by deep passion for writing and reading. She helps B2B companies market their products and boost their sales using one of the most powerful tools of mankind: words. Writing has always been her way of connecting with people, sharing her ideas, and leaving an impact.

@Hania Elmessiry on LinkedIn