Turn Conversations Into Commitments THE CLOSING PLAYBOOK EVERY HIGH PERFORMER SWEARS BY
In sales, the close isn’t just the last step in a deal. It’s the moment that proves whether you’re a contender or just another voice in the inbox. Pros know closing isn’t luck, charm, or timing. It’s strategy. It’s the ability to steer a conversation toward a confident “yes” without hesitation. If you want to shorten your sales cycle and increase conversions without losing momentum at the finish line, these proven closing methods will become your greatest competitive edge. The Assumptive Close This technique thrives on sheer confidence and keeping the conversation moving forward. You behave as though the decision is already made, which naturally encourages the prospect to match your energy. Weave future-oriented questions into the conversation. Ask about start dates, delivery preferences, onboarding logistics, and anything that subtly affirms the path forward. Done well, it eliminates awkward pauses and keeps your momentum going. The Summary Close Think of this as the highlight reel that reminds buyers of every reason they were excited in the first place. Instead of letting details fade, you gather the most compelling benefits and features into a single, clear, and memorable final summary. This closing technique is powerful with busy decision- makers who need clarity fast. By packaging the value into a tight narrative about how the product saves time, reduces risk, increases revenue, or simplifies operations, you help them mentally visualize the payoff. The clearer the benefit stack, the easier it is to say “yes.” The Something-for-Nothing Close
should be relevant and genuine, signaling that you’re invested in their success. When done correctly, this builds goodwill, trust, and urgency simultaneously. The Ben Franklin Close Some buyers need logic, not pressure. For them, laying out the advantages and drawbacks in a structured, transparent way helps neutralize anxiety and create clarity. This approach works best when the buyer stalls in “analysis mode.” Together, you review every point and discuss real-world impact, ultimately demonstrating that the benefits outweigh the uncertainties. The collaborative nature of the exercise builds trust and reinforces that you’re advising, not selling. The Columbo Close Inspired by the famous TV detective Columbo, this technique gives you a final strategic opening when the buyer isn’t ready to commit. As the conversation wraps and you’re just about to walk away, you pause, turn back, and ask a simple question: “Just one more thing … what would make you say ‘yes’ to my offer?” Often, prospects are caught off guard and share insights they hadn’t previously voiced, such as budget constraints, timing issues, internal politics, confusion, or misalignment. This gives you one last chance to address the issue directly and reopen the path to agreement. The Puppy Dog Close Giving prospects a hands-on opportunity to test, explore, or preview your solution builds familiarity and comfort. Whether it’s a pilot program, product sample, limited trial, or temporary access, this method replaces theory with proof. Once prospects use the
solution and envision it integrated into their daily workflow, the decision to move forward becomes far easier. Whether you lean on urgency, reciprocity, logic, or the simple power of assuming the win, each technique gives you another way to move prospects from interest to action. The more intentionally you practice these approaches, the faster you’ll shorten your sales cycle, strengthen relationships, and close deals with consistency, not coincidence.
Giving something meaningful (early access, added support, or an extra feature) activates a strong psychological trigger. Buyers naturally want to reciprocate when they feel
they’ve been given something of real value. This works exceptionally well with prospects who have shown interest but haven’t crossed that final psychological gap. Your added value
2 CraigHansonCPA.com
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