Did you know that 92% of salespeople report giving up on a prospect after hearing "no” four times. 

Conversely, 80% of prospects report saying “no” four times before they finally say “yes.”

Sales is a long game. A game of persistence. A game of dedication. A game of belief. If you believe that your product or service are a benefit to your prospect or clients then why would you give up.

These statistics doesn’t mean every lead is just four “no’s” away from turning into a “yes,” but the clear takeaway is that sales is often a long game, and the majority of leads aren’t going to close right there on your first call.

By the simple act of committing to follow up with leads, building a relationship, and staying in touch with your best prospects (that stand to benefit most from your solution), you’re going to rise above the vast majority of the competition.

Sales is a process. It is a system. It is a set of steps that you follow consistently. That you refine, that you test so that you improve, take feedback and continue to build your business.

You can’t close a sale if you don’t have a step-by-step formula to follow and fall back on—one that’s been tweaked and perfected over time.

Here are 16 sales closing techniques that can help you evaluate any situation, and stop those firm "no" answers with your own great response.

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1. The Assumptive Close

The Assumptive Close is based on the concept that you firmly believe you will make this sale from the moment you put effort into it. 

The language you use throughout would indicate that you believe the sale is a "done deal." The key is checking frequently on your prospect, gauging their level of interest, objections, and determining if they're on the same page as you.

Why this works: Your confidence and positive thinking is contagious, and makes the prospect think the answer should be as obvious to them as it is to you.

When it works best: When you're working with familiar leads, and know the product is a perfect fit.

When not to use it: When you have no relationship with your prospect, and hear repeated feedback that the solution doesn't make sense for them.

Concept: You ask a question that, when the customer answers it, implicitly commits the customer to the sale.

Example: "Help me understand your process and how your company will purchase this product."

Best Usage: When you're not certain that the customer is convinced. Talking about the details will either confirm the customer's decision to buy or allow for further discussion. Be careful with this one, though: If your delivery is too ham-handed, this close can seem manipulative.

2. The Now or Never Close

Offer your prospect something that they can only get if they commit within a certain period of time (including today). 

This can include:

This is the last [product] we have remaining

Anyone who commits today gets a 15% discount

If you sign up today, you can take priority in the implementation queue

This price is only for a limited time until [date]

Why this works: The prospect now feels that they are losing out on something, so if they are probably going to say yes eventually, it just makes sense to do it now.

When it works best: When you have the freedom to offer discounts, and you're dealing with people whose main objection is that they don't have time to decide now.

When not to use it: When the prospect has made it clear your product would never implement at their company, or you can't offer a significant incentive.

3. The Takeaway Close

This concept is simple: if you've already laid the benefits on them, and they don't seem interested in certain aspects, take them off the table. 

Offer cost savings by removing features that they might not need, and see if they're more inclined to take the offer.

Why this works: Many people object simply because of price. If you can counter that objection by removing things they don't need, everybody wins.

When it works best: When your platform is multi-tiered, and the prospect has made it clear that they have no use for certain features.

When not to use it: When the prospect doesn't seem to be objecting to price.

4. The Hard Close

Also known as the "Nothing to Lose Close," this tactic involves you letting your potential customer become very aware of the fact that you are selling to them. 

You ask for firm commitments, when you can sign contracts, when you can set up implementation—and anything else that gets them to actually sign now.

Why this works: Making what you want clear helps the person feel a little more at ease, and though they may not say yes, at least they will give you a firm answer so you now longer have to spend time following up.

When it works best: When you know you won't be getting the yes, and have no other options.

When not to use it: When you are still in early stages of following up with your leads.

5. The Columbo Close

Remember the TV detective Columbo? His famous one-liner "Just one more thing..." has become a mantra for many talented sales people. After a suspect thought Columbo was done with them, he would put them on the spot while walking away by turning around and asking for 'one more thing.' 

Once you think the customer is ready to leave, this last-ditch hail mary can make them stick around.

Why this works: Whatever you are selling hit them with the most enticing part of your pitch once they've indicated they don't want to listen much longer.

When it works best: When you haven't shown the main highlight yet, and you're pretty sure the prospect is on their way out.

When not to use it: When you've already bombarded and overwhelmed them with a long list of the benefits of your product.

6. The Summary Close

Take some time to summarize all the benefits of your product, and the main value points it would bring to your prospect. 

You can also use this to make distinctions between two or three possible options you're offering, to help remind your lead of what all their options are.

Why this works: Hearing all the benefits at once can seem more impactful than the 30 minutes you already spent going over them.

When it works best: When you know your product is a good fit, and your lead just needs a quick reminder of all the things they agreed would work for them.

When not to use it: When your conversation has not been particularly long, or your main value points didn't seem impactful on your prospect.

7. The Puppy Dog Close

Based on the concept that people who walk into pet stores and hold puppies are more likely to buy them (due to their unbearable cuteness), you make your sale by letting your prospect try it out. 

Test drive a car, use a free trial, keep a product for a month, and so on

Why this works: If they start using the product, the benefits you talk them they would get become real, and ideally, something they realize they can no longer live without.

When it works best: When you have a product that allows for a trial period, and has features that aren't always easy to quantify over the phone or by email.

When not to use it: When your product can't be 'test driven' or it doesn't have a great variety of features and benefits.

8. The Option Close

This sales tactic falls in line with hard or assumptive closes, in that you are offering your prospect a choice between two or more options, hoping that they will choose one rather than saying no. 

Offering two pricing plans that suit their needs, tiered levels of service with different features, or implementation earlier vs later, for example.

Why this works: With two viable options in front of them, a person is more likely to choose one, or even choose the cheaper option of two choices because it feels like they are saving money.

When it works best: When you have tiered service levels, and know your prospect would benefit from both of them.

When not to use it: When your offering is static, and you don't already have confirmed interest in unique features your product offers.

9. The Sharp Angle Close

Some people hear sales pitches all the time, so they understand they have the upper hand in the discussion; they may ask for add-ons or discounts, knowing you expect them to. 

To deal with these seasoned negotiators, take them by surprise with the Sharp Angle Close. If you have approval, give them what they want—but at a price: "Yes, I can offer you three months of service for 10% off—but only if you sign the contract today."

Why this works: You give them something you were already willing to, and in exchange, receive a firm commitment and make the sale instantly.

When it works best: When you're dealing with people who get sold to a lot, or who ask for incentives to sign.

When not to use it: When your prospect is not familiar with sales nuances, and isn't asking for anything special or unique from you.

10. The Question Close

The concept is that asking your lead probing questions can force them to actually explain why something does or doesn't work for them. 

Ask them why you can't proceed with a shipment, why [x feature] wouldn't solve their problem, and so on.

Why this works: These questions give you a far better opportunity to explain why your product meets their needs.

When it works best: When your lead seems perpetually on the fence, but isn't really explaining why they aren't interested.

When not to use it: When the prospect has clearly stated reasons for why aspects of your product doesn't work for them.

11. The Suggestion Close

Another 'hard close' tactic, in this conversation, you offer your opinion about what would work best. 

Offer firm statements that explain how "a shipment on Friday would solve that problem" or "if you sign a contract by [date], your onboarding would be well before the quarter end."

Why this works: Your opinion enters their mind like facts do, and you offer firm solutions for some of their problems. 

When it works best: When you have a great (personal) relationship with your prospect, or you think they can be easily influenced.

When not to use it: When you don't know your lead well at all, or they are more of an expert in the field than you are.

12. The Backwards Close

This technique goes against almost all sales cycle training, but it has been known to work with certain types of leads. 

The method involves starting at the end—ask your lead for referrals rather than trying to sell something to them at the onset of the relationship.

Why this works: By recognizing that you aren't trying to sell to them, the potential customer will fell more at ease, and will be more open to listening to what you have to say.

When it works best: When you know the person, found their information through referral, or already have an indication from them that they have no interest in what you're selling.

When not to use it: When you're early in the sales cycle and have no reason to doubt your ability to make the sale.

Now that you know the top methods of closing sales, you've got the basic techniques down, and know when to use them, let's talk about building and modifying these formulas for sales in a way that works for your business.

Because closing is so important, everybody who sells should know the four classic closes and when to use them. Here they are:

13. The Reverse Close

Concept: You ask a question that elicits a no response but which is actually a yes to the close.

Example: "Is there any reason, if we gave you the product at this price, that you wouldn't do business with our company?"

Best Usage: When the customer has a pessimistic personality that enjoys nit-picking and finding fault. Remember to have a backup plan if the answer is "Yes, which is why I'm not going to buy."

14. The Time-Sensitive Close

Concept: You attach the purchase to a time line that the customer has already communicated.

Example: "You said you want to get this done by [a certain time]; let's look at our calendars and figure out what we need to do today."

Best Usage: When the customer has committed to achieving a specific goal within a specific time. This is also useful as an intermediate close on the next step--thereby laying the groundwork for a final close.

15. The Direct-Question Close

Concept: You summarize the conversation (or series of conversations) and simply ask for the business.

Example: "It looks like we've answered all the questions. Shall we move forward with this?"

Best Usage: This is the general purpose close and can be applied in almost any sales situation. It never seems manipulative and seldom backfires. Should the answer be no, however, start a conversation that investigates why the customer isn't yet ready to buy.

16. The Direct-Statement Close

Concept: You communicate your confidence that the purchase is going to happen by simply stating that it is going to happen.

Example: "Let's move forward on this."

Best Usage: Use this when you've received multiple green lights signaling that the customer is ready to buy. This close has an added benefit, by the way, by positioning the purchase as an agreement between equals, rather than a supplication from the seller to the buyer.

Now you have a number of ways to close a sale the best way to use them is to test them with various customers. Record the result, good or bad and learn from this. Soon you will be able to put together a portfolio of good techniques for you and use this to improve your conversions and ultimately increase your sales.