{"id":10878,"date":"2024-09-03T13:29:00","date_gmt":"2024-09-03T13:29:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=10878"},"modified":"2025-07-23T09:37:36","modified_gmt":"2025-07-23T09:37:36","slug":"sales-closing-techniques","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/","title":{"rendered":"How to Close a Sale (6 Sales Closing Techniques That Work)"},"content":{"rendered":"\n<p>Ah \u2014 that sometimes elusive, but always thrilling moment when you close a deal. That\u2019s why we\u2019re all here. We love to help customers, chase new challenges, and <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/\">hit those numbers<\/a> in the process. But sales is an art, and like art, its style changes over time.<\/p>\n\n\n\n<p>That&#8217;s why we&#8217;ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today\u2019s world.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Table of Contents<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"#what-is-sales-closing\">What is sales closing?<\/a><\/li>\n\n\n\n<li><a href=\"#closing-techniques\">10 sales closing techniques that work in 2025<\/a><\/li>\n\n\n\n<li><a href=\"#improve-closing\">How to improve your closing techniques in sales<\/a><\/li>\n\n\n\n<li><a href=\"#closing-mistakes\">Common mistakes to avoid when closing a sale<\/a><\/li>\n<\/ul>\n\n\n\n<div class=\"layout-one wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Close faster with the help of AI<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">See how the AI-powered insights of Sales Cloud can identify the next best actions that get you to the win faster.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_blank\" href=\"https:\/\/www.salesforce.com\/uk\/sales\/\">See How it Works<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"what-is-sales-closing\">What is sales closing?<\/h2>\n\n\n\n<p>Sales closing, or getting a prospect to agree to a deal and sign a contract, is how <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/set-your-sales-quote-apart\/\">reps make their quota<\/a> and how businesses grow revenue.&nbsp;<\/p>\n\n\n\n<p>It represents the culmination of all your efforts. You put in the time and made a strong case for why your solution can alleviate the prospect\u2019s pain points. Now that you\u2019ve popped the question with a <a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/pricing-strategies-and-sales-proposals\/write-a-sales-proposal\">(sales) proposal<\/a>, it\u2019s time to find out if this prospect is ready to commit.&nbsp;<\/p>\n\n\n\n<p>Getting to that yes takes a lot of patience and persistence. Prospects will often say no before they get to a yes. The problem is that many salespeople give up before they reach that yes.&nbsp;<\/p>\n\n\n\n<p>As we\u2019ll explain further, sales closing isn&#8217;t the only <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-pipeline\/\">stage of the pipeline<\/a> that matters, but it is absolute. You either close or you don\u2019t. The make-or-break nature of sales closing can make it one of the most stressful aspects of selling, but it doesn\u2019t have to be.<\/p>\n\n\n\n<p>\u201cFundamentally, closing a deal should be the easiest part of a sales cycle,\u201d said Jay Camp, a strategic account director for large enterprises at Salesforce. \u201cThere are a series of key milestones you have to hit in order to be in a position to close a deal. If those key milestones are done well, closing is the easy part because the work&#8217;s already been done.\u201d&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"closing-techniques\">How to Close a deal: 10 Sales Closing Techniques That Work in 2025<\/h2>\n\n\n\n<p>There\u2019s no single way to close a sale or close a deal. Your closing techniques can vary <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-prospecting\/\">depending on the prospect<\/a> and their specific needs. But this curated list of tried-and-true methods provides a template of what strategies to deploy and when.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Assumptive Close&nbsp;<\/h3>\n\n\n\n<p>This is a true power move that requires confidence in yourself and your product. In the assumptive sales close, you move forward under the assumption that the prospect wants to buy and that the deal is pretty much done. Instead of asking them if they\u2019re ready to buy, you\u2019ll ask how many products they would like or when the solution could be implemented. The key here is to be assertive <em>without<\/em> being aggressive, which can ruin the rapport and scare the prospect off. It\u2019s also important to make sure the assumptive close happens right after you\u2019ve driven home the benefits of your offer so it\u2019s fresh in the prospect\u2019s mind.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Puppy Dog Close&nbsp;<\/h3>\n\n\n\n<p>This sales closing technique comes from the idea that if a pet store offered to let you \u201ctest a puppy out\u201d and take it home for a few days, you would fall in love with it and never return it. In a puppy dog close, offer a free trial of your product with no strings attached. The hope is that the prospect finds your product so indispensable that after their test drive, they can\u2019t bear to part with it.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Scale Close&nbsp;<\/h3>\n\n\n\n<p>This is also referred to as the gauge close. You take the prospect\u2019s temperature by simply asking them point-blank how interested they are in your product. (Ex: \u201cOn a scale of one to 10, with one being \u2018Let\u2019s end this conversation now\u2019 and 10 being \u2018Let\u2019s get this solution implemented on Monday,\u2019 how likely are you to move forward with purchasing?\u201d) The scale close does two things: It lets you know if you\u2019ve been effectively communicating the value of your product and also gives you an opportunity to <a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/objection-handling-strategies\/learn-how-to-handle-common-objections\">address any objections<\/a> they might not have shared with you.<\/p>\n\n\n\n<p>\u201cI would say that curiosity is key. You need to always be asking questions,\u201d said Francois Carle, a strategic account executive at <a href=\"https:\/\/www.salesforce.com\/eu\/resources\/customer-stories\/schneider-electric-boosts-customer-satisfaction\/\">Schneider Electric<\/a> who has worked in sales for more than 20 years. \u201cYou need to be curious about what they\u2019re trying to achieve and drill down into what their challenges are. The risk of a conversation going nowhere is strong if you aren\u2019t listening.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Scarcity Close&nbsp;<\/h3>\n\n\n\n<p>Also known as the now-or-never close, the scarcity sales close leverages good old-fashioned FOMO (fear of missing out) to get a prospect to buy. You sweeten the deal with a discount or an added benefit to the prospect, but only if they act now and make a purchase. This mainly works when the prospect is sincerely interested in buying, but needs a small nudge to get to yes.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Takeaway Close<\/h3>\n\n\n\n<p>This technique capitalises on people\u2019s desire for things that they can\u2019t have, also known as reverse psychology. Note that your solution \u201cmight not be a good fit\u201d for them or that their company \u201cmay not qualify for your solution like other companies have.\u201d The takeaway close is effective because you\u2019re doing the opposite of what a salesperson typically does, which is sell, so the prospect doesn\u2019t expect it. Similar to the scarcity close, this tactic only works if the prospect has already established interest in your product but hasn\u2019t pulled the trigger on buying.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Summary Close&nbsp;<\/h3>\n\n\n\n<p>Sales cycles can be long, especially for <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/what-is-b2b-sales\/\">B2B selling<\/a>. A prospect who\u2019s juggling conversations with different vendors about different products might not remember all the great things your solution has to offer. In a summary sales close, you review the features of the product and how it will help meet their needs. It gives the prospect one more time to really envision what your product might accomplish for them before making a decision.<\/p>\n\n\n\n<h3 class=\"wp-block-heading is-style-default\" id=\"h-alternative-choice-close\">Alternative Choice Close\u00a0<\/h3>\n\n\n\n<p class=\"is-style-default\">Also known as the option close, this technique gently guides the prospect toward a decision by presenting two or more positive choices \u2013 both of which move the sale forward \u2013 instead of a yes\/no question. For example: \u201cWould you like implementation to begin the first or second week of next month?\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-ben-franklin-close\">Ben Franklin Close\u00a0<\/h3>\n\n\n\n<p>Inspired by Benjamin Franklin\u2019s method of weighing pros and cons, this close invites the prospect to list the advantages and disadvantages of your solution\u2014often on paper or a shared screen. You might say, \u201cLet\u2019s put the benefits and any remaining concerns side-by-side so you can see how they stack up.\u201d This rational, transparent process helps analytical buyers feel in control and reveals any lingering objections you can address.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-sharp-angle-close\"><strong>Sharp Angle Close<\/strong><\/h3>\n\n\n\n<p>Sometimes also referred to as the concession close, this essentially is the act of offering one small extra benefit in exchange for a commitment. For instance: \u201cIf I can include on-site training at no extra cost, would you be ready to sign today?\u201d. If this sounds like it could work for you, always make sure the concession is something you can afford to give \u2013\u00a0so it feels like a genuine win for the buyer rather than a last-ditch giveaway.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-columbo-close\"><strong>Columbo Close<\/strong><\/h3>\n\n\n\n<p>Named after the famously unassuming detective, this technique involves wrapping up the conversation, then just as you\u2019re about to leave, turning back with a seemingly off-hand question: \u201cThere\u2019s just one more thing \u2013 what would keep you from moving forward?\u201d. Be sure to ask in a friendly, low-stakes tone so it feels natural rather than contrived.<\/p>\n\n\n\n<div class=\"layout-astro wp-block-salesforce-blog-related-trail\">\n\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__cloud\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-cloud-layout-astro.png\" alt=\"\">\n\n\t\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__background\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-background-layout-astro.png\" alt=\"\">\n\n\t<div class=\"related-trail__wrapper\">\n\t\t<div class=\"related-trail__content\">\n\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 345.8 82.8\" aria-hidden=\"true\" class=\"related-trail__logo\"><path fill=\"#1d3767\" d=\"M96.6 33h9v22.6h4.8V33h8.8v-4.3H96.6zm49.8 5.3c0-5.7-3.6-9.6-10.8-9.6H127v27h4.8v-7.9h3l2.3-.1 5.7 8h5.6l-7-9.2c3.4-1.6 5-4.5 5-8.2m-11.1 5.3h-3.6V33h3.6c4.4 0 6 2.3 6 5.3s-1.6 5.3-6 5.3m30.8-15.2-12.6 27.2h5l2.3-5.3h11.6l2.4 5.3h5l-12.6-27.1zm-3.6 18 4.1-9.2 4.1 9.3zm25.2-17.7h4.8v27h-4.8zm20.7 0h-4.8v27h17.6v-4.4h-12.8zm38.4 12.1h-13.2V28.7H229v27h4.7V45h13.2v10.6h4.7V28.7h-4.7zm15.9 14.8h17.5v-4.4h-12.7v-6.4H279v-4.2h-11.5v-7.5h12.7v-4.4h-17.5zm36.9-27.2L287 55.6h5l2.3-5.3H306l2.4 5.3h5l-12.6-27.1zm-3.6 18 4.1-9.2 4.1 9.3zm35.4-17.7h-10.2v27h10.2c8.2 0 14.4-5.9 14.4-13.6s-6-13.4-14.4-13.4m0 22.6H326V33h5.4a9.1 9.1 0 1 1 0 18.1z\" \/><path fill=\"#1d315f\" d=\"M43 82.8h.1a74 74 0 0 0 38.5-12.3 3 3 0 0 0 1.3-2.4v-6A66.2 66.2 0 0 0 42.5.2a3 3 0 0 0-2.3 0A66.2 66.2 0 0 0 0 62.2V68a3 3 0 0 0 1.2 2.4 74 74 0 0 0 40.2 12.4z\" \/><path fill=\"#8ed1f4\" d=\"M13.8 51.8a.3.3 0 0 0 0-.1L33 23.6a3.1 3.1 0 0 1 .8-.8 3 3 0 0 1 4 .8l9.5 13.8 3.5-5a3 3 0 0 1 4.9 0L69 51.6a.3.3 0 0 1 .1.3h7C70.7 17.7 43.7 7.2 41.4 6.2c0 0-11.2 4-21.2 16A59.6 59.6 0 0 0 6.8 51.8zm21.7-21.3\" \/><path fill=\"#aa76b3\" d=\"m62 51.9-8.7-12.6-4.2 6.1 4.8 6.4z\" \/><path fill=\"#722a87\" d=\"m49 45.4-4.4 6.4H54z\" \/><path fill=\"#8ed1f4\" d=\"m37 32.6-1.5-2.1z\" \/><path fill=\"#aa76b3\" d=\"m28 41.4 7.6 10.4h1.8l6.4-9.2-6.8-10-1.5-2.1z\" \/><path fill=\"#722a87\" d=\"m28 41.4-7 10.4h14.6z\" \/><path fill=\"#069a49\" d=\"M43.8 72.5a1.8 1.8 0 0 0-1-2.4L40.1 69a8 8 0 0 1-1-.5 7.8 7.8 0 0 1-2.4-10.7H6a44 44 0 0 0-.2 4.4v4.4A70 70 0 0 0 26 75a70 70 0 0 0 15.2 2l2.4-4.3zm33-14.8H44.3l-2.5 3a1.7 1.7 0 0 0-.2.5 1.8 1.8 0 0 0 1 2.3l2.7 1.2.7.4a7.8 7.8 0 0 1 3 10.6l-.5.9 4.8-.8a71 71 0 0 0 8.4-2.2l1.3-.4a71 71 0 0 0 14-6.7v-8.8z\" \/><path fill=\"#fff\" d=\"m46 65-.7-.3-2.7-1.2a1.8 1.8 0 0 1-1-2.4 1.7 1.7 0 0 1 .2-.4l2.5-3h-7.6A7.8 7.8 0 0 0 39 68.4a8 8 0 0 0 1 .5l2.7 1.2a1.8 1.8 0 0 1 1 2.4l-.1.2-2.5 4.3a52.5 52.5 0 0 0 7.2-.4l.5-.9A7.8 7.8 0 0 0 46 65.1z\" \/><path fill=\"#157139\" d=\"M56.9 67.3h8.8l-4.4-5zM23 71h9l-4.5-5.1zm-4.1-10.4-4.5 5h8.9z\" \/><\/svg>\n\t\t\t<h2 class=\"wp-block-related-trail__title\">Perfect the soft skills you need to close faster<\/h2>\n\t\t\t<p>Learn how to listen to prospect needs and communicate solutions clearly. Discover how on Trailhead, the free learning platform from Salesforce.<\/p>\n\t\t\t\n\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/soft-skills-for-sales\" target=\"_blank\" rel=\"noreferrer noopener\">Start Learning Now<\/a><\/div>\n\n\t\t<\/div>\n\t\t<div class=\"related-trail__mock\">\n\t\t\t<div class=\"related-trail__points\">+200 points<\/div>\n\t\t\t<div class=\"related-trail__eyebrow\">Module<\/div>\n\t\t\t<p class=\"related-trail__trail-title h3\"><a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/soft-skills-for-sales\" target=\"_blank\" rel=\"noreferrer noopener\">Soft Skills for Sales\u279a<\/a><\/p>\n\t\t\t<p class=\"related-trail__trail-description\"><\/p>\n\t\t\t<div class=\"related-trail__actions\">\n\t\t\t\t<div class=\"related-trail__action\">\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" fill=\"none\" viewBox=\"0 0 10 10\" aria-hidden=\"true\"><path fill=\"#747474\" fill-rule=\"evenodd\" d=\"m4.93.69.88 2.88c.04.12.16.18.27.18h2.89c.29 0 .4.38.17.56L6.79 6.04c-.1.07-.13.2-.1.32l1.12 2.96c.08.27-.2.5-.44.33L4.85 7.77c-.1-.08-.23-.08-.34 0L1.97 9.65a.29.29 0 0 1-.45-.33L2.6 6.36a.3.3 0 0 0-.1-.32L.17 4.3c-.23-.18-.1-.56.17-.56h2.89c.13 0 .23-.04.27-.18l.9-2.9c.08-.27.46-.25.54.02Z\" clip-rule=\"evenodd\" \/><\/svg>\n<\/div>\n\t\t\t\t<div class=\"related-trail__action\">\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" fill=\"none\" viewBox=\"0 0 9 5\" aria-hidden=\"true\"><path fill=\"#747474\" d=\"M4.16 4.5.26 0h7.8z\" \/><\/svg>\n<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/div>\n\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__foreground\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-foreground-layout-astro.png\" alt=\"\">\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__parks\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-parks-layout-astro.png\" alt=\"\">\n\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"improve-closing\">How do you improve at closing?<\/h2>\n\n\n\n<p>Okay, so you know a lot of the proven techniques. How do you build on this foundation and get better at closing sales? Here are a few pointers to keep top of mind when you\u2019re trying to reel in the deal.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u2705 Know the customer<\/h3>\n\n\n\n<p>Selling shouldn\u2019t feel like selling. It should feel like helping because that\u2019s ultimately what you\u2019re doing. The consultative approach will always beat the transactional approach, especially in <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/what-is-b2b-sales\/\">B2B selling<\/a>. Use discovery calls and your own research to know the customer inside and out. What are their pain points? How does your solution address them? Are they an ideal fit for your solution? This personalised approach builds trust, and at the end of the day, successful <a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/relationship-selling\">selling is all about relationships<\/a>.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u2705 Know their objections<\/h3>\n\n\n\n<p>Preparation is half the battle. Your prospect will naturally <a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/objection-handling-strategies\/learn-how-to-handle-common-objections\">have objections<\/a> about why this isn\u2019t the right time for them to buy. A very common one is pricing. What\u2019s the competitive advantage of your tool that offsets the cost? Be ready to go with solid answers to whatever pushback they might have. This makes you look more knowledgeable about the prospect and the product.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u2705 Know the decision maker<\/h3>\n\n\n\n<p>Are you talking to the right person? If not, how do you get to the right person? So much of sales closing requires getting the correct people in the room who have the power to call shots. You\u2019ll want to suss this out earlier on in the <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-process\/\">sales process<\/a> when you\u2019re qualifying leads. Don\u2019t spend too much time communicating the value of your tool to the marketing manager if the person holding the purse strings is the vice president of marketing.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u2705 Know when to fold \u2018em<\/h3>\n\n\n\n<p>Sales representatives don\u2019t close every single opportunity in their pipeline. That means a lot of the prospects that come your way may not become customers. It\u2019s also possible a small percentage of leads could bring in a lot of your revenue, which means you don\u2019t have to pursue those unlikely to close. Knowing when to move on is critical. Don\u2019t dwell on prospects that have shown no interest in closing. You\u2019ll lose sight of more promising opportunities.<\/p>\n\n\n\n<p>\u201cEvery deal, whether it\u2019s a win or loss, has something you can learn from. It\u2019s an opportunity to reflect on how you can evolve both in process and strategy,\u201d said Kelly Myers, an account executive at Salesforce who specialises in enterprise-level deals.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u2705 Know you\u2019re part of a team<\/h3>\n\n\n\n<p>Combined expertise will outweigh one person\u2019s expertise every time. When you\u2019re facing hurdles, lean on your <a href=\"https:\/\/www.salesforce.com\/eu\/slack\/\">collaborative tools like Slack<\/a> to connect with your fellow reps or your sales managers in real-time so you can decide your next move as a team. We recommend even creating deal-specific channels in Slack that can act as a repository of knowledge and support for high-level opportunities.&nbsp;<\/p>\n\n\n\n<p>\u201cYou&#8217;re going to win 10 times more as a team than you are as an individual,\u201d said Myers. \u201cThere will be a lot of times when you don\u2019t have the answers, and that\u2019s okay. It\u2019s important to know you have a team that will do everything in their power to help you deliver what the customer needs.\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"closing-mistakes\"><strong>Common Mistakes to Avoid When Closing a Sale<\/strong><\/h2>\n\n\n\n<p>When learning how to close a sale, experience teaches you what mistakes to avoid.&nbsp;Here are common pitfalls that the smartest salespeople have learned to overcome.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u274c Going in for the hard close<\/h3>\n\n\n\n<p>Pressure selling is out, empathy selling is in. When you come out early with an ask for the sale and then keep aggressively asking before you\u2019ve even truly established your product\u2019s value, it shows little consideration for the buyer. It makes it appear as though you&#8217;re speeding through the sale to meet your quota, and it\u2019s off-putting. After all, selling isn\u2019t about <em>you<\/em>, it\u2019s about <em>them<\/em>.&nbsp;<\/p>\n\n\n\n<p>\u201cI don&#8217;t think the hard sale has any place in today&#8217;s market. I always tell people sales is not about \u2018selling\u2019 or convincing anybody of anything. It&#8217;s about helping people solve problems or achieve goals,\u201d said John Barrows, the CEO of JB Sales, a sales training firm.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u274c Not asking for the sale<\/h3>\n\n\n\n<p>An important thing to remember when closing? Ask for the sale. Inertia can be a difficult thing to overcome when working with prospects. Many waffle when faced with multiple vendors and put off making a final purchase decision. If you tell them to \u201ctake some time to think about it and circle back,\u201d you may never hear from that person again. After you\u2019ve effectively communicated why your product is a fit and they\u2019ve reciprocated interest, sometimes it\u2019s powerful to simply ask if they\u2019re ready to buy. If they baulk, that\u2019s your cue to ask more questions about their needs.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u274c Only closing at the end<\/h3>\n\n\n\n<p>How do you know when it\u2019s the right time to close? How do you avoid closing too early? Too late? This is a bit of a trick question. There is no singular moment when you go in for the close because, if you\u2019re wise, sales closing is something that happens throughout the <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-process\/\">sales process<\/a>. The prospect signing on the dotted line is more of a natural conclusion, not an event.<\/p>\n\n\n\n<p>\u201cClosing should happen at every stage of the sales process. You\u2019re closing for the next steps, you\u2019re closing for meetings. It\u2019s ongoing,\u201d said Barrows.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Sales closing techniques: next steps<\/h2>\n\n\n\n<p>\u201cAlways be closing\u201d used to be a common saying in sales. That\u2019s shifted to \u201cAlways be connecting.\u201d You should always be <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-prospecting\/\">studying your prospects<\/a> and adapting your approach to match their expectations and their needs. Similar to chess, your first moves often determine your final ones. When the rest of the sales process has been strategic and focused, sales closing becomes less of a conquest and more of a collaboration between you and the buyer.&nbsp;<\/p>\n\n\n\n<div class=\"layout-nine wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Join the Salesblazer movement<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">We&#8217;re building the largest and most successful community of sales professionals, so you can learn, connect, and grow. <\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/join.slack.com\/t\/salesblazer-community\/shared_invite\/zt-385fovphf-fxQGRIqM_op9u7qUULdOHg\">Get Started<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-nine.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>There\u2019s no one way to close a deal, but these tips will help you create a winning game plan.<\/p>\n","protected":false},"author":638,"featured_media":10877,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"b32df9b443d742c3baa67681699ca3c2","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[367,277,4,108,224],"sf_content_type":[],"coauthors":[188],"class_list":["post-10878","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-salesblazer","sf_topic-sales-strategy","sf_topic-sales","sf_topic-sales-cloud","sf_topic-c-suite"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>6 Sales Closing Techniques That Work | Salesforce<\/title>\n<meta name=\"description\" content=\"There\u2019s no one way to close a sale. But this list of tried-and-true sales closing techniques provides a template of strategies you can use.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Close a Sale (6 Sales Closing Techniques That Work)\" \/>\n<meta property=\"og:description\" content=\"There\u2019s no one way to close a deal, but these tips will help you create a winning game plan.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2024-09-03T13:29:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-07-23T09:37:36+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/08\/salesclosing.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1500\" \/>\n\t<meta property=\"og:image:height\" content=\"844\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Jen Gustavson\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Jen Gustavson\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"11 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/\"},\"author\":[{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/image\/3526274f8f517c6b6adb07d4a122aa24\"}],\"headline\":\"How to Close a Sale (6 Sales Closing Techniques That Work)\",\"datePublished\":\"2024-09-03T13:29:00+00:00\",\"dateModified\":\"2025-07-23T09:37:36+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/\"},\"wordCount\":2339,\"commentCount\":0,\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/08\/salesclosing.jpg\",\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/\",\"url\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/\",\"name\":\"6 Sales Closing Techniques That Work | Salesforce\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-closing-techniques\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/08\/salesclosing.jpg\",\"datePublished\":\"2024-09-03T13:29:00+00:00\",\"dateModified\":\"2025-07-23T09:37:36+00:00\",\"author\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/a505aa30391f28f8514d817d3ed4cd67\"},\"description\":\"There\u2019s no one way to close a sale. 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