Stop Leaving Money On The Table

4 Different Types of Sales Closes (And How to Use Them)

As a sales professional, your close is always the most important part of the sale. After all, the close is what actually seals the deal and gets you paid. But not all closes are created equal. In fact, there are many different ways to close a sale but here are four types of closes that you can use to seal the deal to get you started, each with its own distinct advantages.?

1. The Hard Close

The hard close is probably the most well-known type of close out there. It's also sometimes referred to as the "commitment close" or the "take it or leave it close." This type of close is exactly what it sounds like; you're essentially putting all your cards on the table and giving your prospect an ultimatum.?

The hard close can be an effective way to move a hesitating prospect off the fence and get them to commit to a purchase. However, it's important to use this type of close sparingly and only when appropriate. If you try to use a hard close on every sale, you're likely to turn off more prospects than you'll win over.?

2. The Alternative Close?

The alternative close is similar to the hard close in that you're essentially giving your prospect two options; however, with this type of close, both options lead to the same result (i.e., them buying your product or service).?

For example, let's say you're trying to sell a new CRM system to a small business owner. An alternative close might sound something like this:?

"Our CRM system comes with either a monthly or yearly subscription option. Which do you think would be best for your needs?"?

Notice how both options presented lead to the same result (the prospect buying your CRM system)? That's because this type of close is designed to make it easy for prospects to say "yes."?

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3. The Pilot Close?

The pilot close is often used in B2B sales when selling complex products or services that require a longer sales cycle. It essentially involves agreeing to do a small pilot project with the prospect so they can see first hand how your product or service works and what benefits it can provide.?

?For example, imagine you're trying to sell a new marketing automation software platform to a large company. A pilot close might involve agreeing to do a three-month pilot project with them so they can test out the software and see how well it performs. If they like what they see at the end of those three months, then they can roll it out across their entire organization; if not, then they're not under any obligation whatsoeverto continue using it (or paying for it).

?4. The negotiation Close?

The negotiation close is exactly what it sounds like—you're essentially trying selling point here is that there's no risk involved for them; if they don't like what they see after using your product for 30 days, then they can just cancel their subscription and owe nothing further.)???Selling with this type of guarantee gives prospects added confidence that they're making a wise decision in doing business with you—which makes them much more likely to actually pull out their credit card and make a purchase from you.???By using one (or more) of these five types of closes next time you're trying to sell something, you should have no trouble boosting your closing rate and increasing your overall sales numbers!???

So there you have it—four different types of sales closes that you can start using immediately! Experiment with each one and see which ones work best in various selling situations/with different types of products/services. And always remember that people buy based on emotion and then justify their purchase with logic—so focus on building an emotional connection with your prospects and then give them logical reasons why doing business with you makes sense!