When it works best: When the prospect is giving multiple excuses, asking for a discount, or otherwise stalling the deal (even though they seem genuinely interested).
When not to use it: When the prospect’s objections are real and valid (such as a lack of budget for your product).
4. The Hard Close
Also known as the "Nothing to Lose Close," this tactic is that last card up your sleeve when you know this sales call will either end in closed-won or closed-lost. Take a deep breath to build your confidence, and ask for a firm commitment—anything that gets them to sign the deal right now.
Hard closing phrases:
“Are you ready to sign the contract?”
“I’ve sent the contract to you via email, do you think you can sign it before we get off this call?”
“When can we set up implementation?”
Why this works: Make it clear what you expect from potential customers—this will put them at ease, and even though they may not say yes, they’ll at least give you a firm answer.
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 the early guatemala telegram data 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 professionals. 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 sales strategy can make them stick around.
“Before we finish this call, I just want to share one case study with you from a business that’s very similar to yours.”
“I know our time is just about up, so with these last couple of minutes, I’d love to discuss…”
Why this works: Whether you're demoing a predictive dialer for sales teams or selling consulting services, hit them with the most enticing part of your sales pitch once they've indicated they don't want to listen much longer.