The Question Close
Sounds like: “Does this product relieve your pain point?”

Asking a question along these lines allows the rep to address any objections while also asking for a commitment. If prospects aren’t quite at a “yes,” the rep can continue to sell until it becomes one, or open the door to other options. If the answer is indeed a “yes,” the path to a close just got a little smoother.

The Assumptive Close
Sounds like: “Did this presentation meet your expectations?”

This close assumes positive intentions on the rep’s part from the very first touch. It lends the process a consultative feel that builds trust between the rep and prospects, which makes them more likely to consider the rep a valued member of the team.

The Takeaway Close
Sounds like: “At that price, the laser-engraving won’t be available.”

If prospects are close to a yes but continues to balk at the price, give them a lower price that doesn’t include a feature in which they’ve expressed interest. More likely they’ll focus on the feature they won’t receive rather than the discount.

The Objection Close
Sounds like: “Are there any reasons we shouldn’t move forward with this product?”

Asking directly for any objections prospects may have allows you to address them head-on and continue to make an airtight case. Inviting them to raise objections also shows you’re confident enough in your product and yourself to answer them compellingly.

42% of sales reps say they have difficulty establishing urgency when it comes to the close. — (HubSpot)

The Pros and Cons Close
Sounds like: “Let’s go over the pros and cons of going with this product.”

Summing up clients’ objections and giving them a list of positives as to how those objections can be addressed should convince them that closing is in their best interest. Make sure you’re familiar with their needs and pain points, and how your products and services can address those and make their lives easier. Emphasize that in your summation.

The Sharp Angle Close
Sounds like: “If I can guarantee delivery in a month, are you ready to commit now?”

This closing question is best for prospects and clients who still have one objection they keep going back to. This direct approach lets the rep address the objection while also asking for a commitment. A “yes” signals a decision to close; a waffling response could mean they’re not serious buyers, or there’s another factor affecting their decision that you’re not aware of.

The Needs Close
Sounds like: “Let me make sure I have everything you’re looking for here.”

If prospects aren’t sure how your product or service would benefit them, list all the things that they’ve said they needed in the discovery phase. Then, tell them exactly how your product or service meets each one of those needs.

The Time-Sensitive Close
Sounds like: “You said you need to get these delivered a week before your event date. Let’s get the ball rolling today.”

This approach cites the urgency prospects impressed upon you since they have an immediate need coming up. The sales rep, as a consultant, knows how many moving parts there are on every order and should lay out those steps as well if prospects still balk at closing. Making sure prospects have committed and the order is being worked on improves the chances they’ll have their items in-hand with plenty of time to spare, and mitigates any last-minute snafus.