The ability to successfully close deals can make or break your career in sales. Fail, and all of the hard work you put in leading up to that moment was for naught. That’s why choosing the right strategy is so important. Whether you’re a sales newbie or you’re just looking for some ways to up your game and improve your results, check out these four proven closing techniques and give them a try.

The FOMO Technique

Fear of missing out (FOMO) is something most of us have experienced at some point in our lives. This is why creating a sense of urgency can be such an effective sales strategy. The goal is to trigger an immediate response in your target audience, prompting them to take action right away rather than waiting (and probably never actually making a purchase.)

Some examples of how a salesperson can leverage the FOMO technique include saying things like:

  • This is the last one available at this special price.
  • We’re offering a 25% discount for new customers that sign up today only.
  • If you commit to signing up now, I can fast-track your implementation.

The ‘Up the Ante’ Technique

Prospects routinely ask for things like additional discounts or product add-ons because they know they have the upper hand. You can plan for this in advance by seeking approval and getting the green-light for certain offers. The trick here is to make your offer conditional. For example, if the prospect asks for a lower price, you could say, “Sure! But the only way I can do that is if you sign the contract today.” This sweetens the pot for your customer while speeding up the closing process for you. Win-win!

The Closing Question Technique

Successful salespeople know the value of asking probing questions. This enables them to uncover the need, desire and/or pain point of each customer as well as potential objections that might arise so they can be prepared for in advance. Closing the sale in the form of a question can also help you to gauge where your prospect is in the process.

For instance, if you ask, “Does what I’m offering solve your problem?” and the customer says “no,” you can continue selling. A yes would be the green light to sign on the dotted line. Or, you might ask something like, “Is there any reason we can’t proceed right now?” This will help reveal whether the prospect is ready and, if not, exactly why they’re not yet convinced.

The ‘Take Away’ Technique

This last strategy is rather interesting because it’s based on reverse psychology. It plays on the concept that when you take something away, it can create an even stronger desire. If you’ve got a customer that’s objecting based on price, remove a service or feature and then present them with the discounted offer. Chances are, they’ll focus more on what you took away rather than the lower price.

The art of closing the deal is something every salesperson strives to master. For some, this comes naturally. For most, it’s about learning, developing and strengthening the right techniques. Give the four strategies above a try. Chances are, you’ll start seeing improved results before long.