Here’s the truth:
Deals don’t close because you’re “good at sales.”
Deals close because you keep momentum alive when others would let it die.
This isn’t about fancy closing techniques. It’s about making it easier to say yes than to stall out. Here’s how to keep your deals moving, without being pushy or weird.
1. Don’t “Follow Up” — Move Things Forward
Old way: “Just checking in…”
Better way: “Last time we talked, you mentioned [pain]. Here’s a quick idea to solve it now.”
Why it works:
Following up feels like work. Moving forward feels like progress.
Keep delivering value in every message. New insight. Quick wins. Fresh data. Anything that says, “I’m not here to nag you — I’m here to help you win.”
2. Kill the Guesswork Early
If you don’t know the buying process, you can’t close.
Ask questions like:
- “When you’ve bought a tool like this before, how did that go?”
- “Who needs to sign off if we’re a yes?”
- “What’s your internal deadline for solving this?”
Bonus: You’ll sound like someone who closes deals often — because you do.
3. Make Saying Yes Stupid Simple
You’ve aligned. They’re nodding. Great.
But then… they disappear.
Here’s how to avoid that:
- Pre-fill paperwork or proposals.
- Lay out exactly what happens post-signature (onboarding, results, etc.).
- Remove decision friction: “Here’s your link. We’ll handle the rest.”
Pro tip: People love buying. They hate feeling lost in red tape. Make your “yes” button easy to push.
4. Don’t Just Sell the Product — Sell the Win
What’s your buyer really after? Not your features. Not your dashboards.
They want: âś… A promotion
âś… Time back
âś… Less chaos
âś… A win their boss notices
So ask:
“If this goes well, what does success look like for you?”
Then anchor everything you show them to that. Features don’t sell — futures do.
5. Use Scarcity — But Make It Real
Fake urgency kills trust.
Real urgency? That helps both sides act.
Try:
- “We’re onboarding 3 more clients this quarter — we’d want to lock in a timeline.”
- “Your team mentioned launching in Q2 — want to back into that now?”
Real timelines. Real stakes. That’s how pros close.
6. The Deal’s Not Dead — It’s Just Stuck
Ghosted? Happens. But it doesn’t mean it’s over.
Try this:
“Usually when deals go quiet at this stage, it’s one of three things:
- Priorities shifted
- You’re still figuring out buy-in
- We missed the mark somewhere
Which bucket are we in?”
It’s direct. It’s human. And it re-opens stalled convos fast.
7. Never Rush — Just Guide
High-pressure closing feels icky. Instead, guide with clarity.
Try:
- “Based on where we are, here’s what I’d suggest as a next step…”
- “If it makes sense, we could loop in [person] and firm up timelines.”
You’re not pushing. You’re driving with the map out.
🚀 TL;DR: Closing = Momentum
You don’t need magic words.
You need:
- Buyer clarity
- Simple paths
- Confidence and timing
- A little finesse
And above all, momentum. Keep it alive. Keep it human. Keep it moving.
You’ll be the closer people remember — and want to work with again.
