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The Ultimate Closing Techniques For Prospecting Calls
closing techniquesThere are literally hundreds of books and courses to teach you “101 closes.” The fact is most of them are too complicated and you simply don’t need them. People constantly ask me how to increase their closing ratio and gain more commitment from prospects. The answer is easy: show them the belief you have in your solution and the desire you have to help them.

Think of your favorite resaurant. Now think about how strong your recommendation was to eat there? Why is it that most salespeople lack this same passion when recommending a next step to a prospect? Perhaps it’s our fear of rejection or that we forget how great our solution is. In any case, it’s absolutely critical that they hear the conviction in your words and your voice whenever you ask them for a call to action.

First, get rid of all the wishy-washy language that plagues us: words like “kinda, maybe, wondering and possibly.” What kind of message does it convey when we ask for the appointment and say, “I was wondering if you might want to meet”? Words like “wondering” create doubt and uncertainty.

Here are a few examples of simple closing statements that will help you convey the confidence and belief that prospects want to hear:

1. The Basic Close, Version 1

Let’s set up a time to talk more about this. What is your availability on _______?

2. The Basic Close, Version 2

Based on the success we’ve seen with XYZ Company, I’d like to ask for an opportunity to meet with you and explore what kind of impact this would have on your company. What does your schedule look like on __________?

3. After An Objection

John, I realize how busy you are and I know you must get a lot of calls. At this point, I certainly don’t expect you to make any immediate changes. All I’m asking for is an opportunity to (meet with you, start a pilot program, start working with you, etc.) so that you can compare our approach to what you’re currently doing and see what makes the most sense for your business. Does that sound fair enough?