How to Close More Deals (Without Being Pushy)
How to Close More Deals (Without Being Pushy)
Closing is an art.
Push too hard → you lose the deal.
Don't push enough → they ghost you.
Most salespeople struggle because they either:
Here's how to close deals without being pushy.
---
The Mindset Shift: Closing Starts at Discovery
Most reps think closing happens at the end.
Closing starts the moment you begin the sales conversation.
If you've done discovery right:
The "close" becomes a natural next step.
---
The 5-Step Closing Framework
Step 1: Confirm the Problem
Before you pitch, make sure they agree there's a problem worth solving.
"So just to confirm—[summarize their problem]. Is that accurate?"
Why it works: Gets them saying "yes" early.
---
Step 2: Present the Solution
Show how your product solves THEIR specific problem.
"Based on what you've shared, here's how we can help: [solution]. Does that make sense?"
Why it works: Tailored to their needs, not a generic pitch.
---
Step 3: Handle Objections
Address concerns head-on.
"What questions or concerns do you have at this point?"
Why it works: Removes barriers before you ask for the sale.
---
Step 4: Trial Close
Test if they're ready to buy.
"If we could solve [problem] within [timeline], would this be something you'd move forward with?"
Why it works: Gauges interest without asking for commitment yet.
---
Step 5: Ask for the Sale
Be direct. Don't dance around it.
"Based on everything we've discussed, I think this is a great fit. Are you ready to move forward?"
Why it works: Clear, confident, not pushy.
---
Proven Closing Techniques
Technique 1: The Assumptive Close
Act like they've already decided to buy.
"Great! Let's get started. I'll send over the contract today. Does Thursday work for a kickoff call?"
When to use: When they've shown strong buying signals.
---
Technique 2: The Summary Close
Recap the value and ask for the sale.
"So to summarize: [benefit 1], [benefit 2], [benefit 3]. Based on that, does it make sense to move forward?"
When to use: After a demo or proposal presentation.
---
Technique 3: The Alternative Close
Give them two options (both lead to a sale).
"Would you prefer to start with the monthly plan or the annual plan?"
When to use: When they're interested but hesitant.
---
Technique 4: The Urgency Close
Create a reason to act now (without being manipulative).
"We have a special onboarding window closing this Friday. If we start now, we can get you live by [date]. Does that work?"
When to use: When there's genuine urgency.
---
Technique 5: The Puppy Dog Close
Let them try before they buy.
"How about this—let's run a 2-week pilot. If you don't see value, no hard feelings. If it works, we'll move forward. Fair?"
When to use: When they're risk-averse.
---
How to Ask for the Sale (Without Being Pushy)
❌ Don't Say:
"So... are you interested?"
"Let me know if you want to move forward."
"No pressure, but..."
✅ Do Say:
"Based on what we've discussed, are you ready to get started?"
"Does it make sense to move forward?"
"What's the next step on your end?"
Key difference: Confidence vs. hesitation.
---
What to Do After You Ask
Scenario 1: They Say Yes
Great! Lock in next steps immediately.
"Awesome! I'll send the contract today. Can you sign by Friday?"
---
Scenario 2: They Say No
Don't panic. Dig deeper.
"No problem. Can I ask—what's holding you back?"
Then address the objection.
---
Scenario 3: They Say "Maybe" / "I need to think about it"
Clarify the real concern.
"Of course. Just so I understand—is it budget, timing, or something else?"
Then schedule a follow-up.
"How about we reconnect Thursday? I'll send a quick recap email, and we can discuss any remaining questions."
---
Common Closing Mistakes
Mistake 1: Asking Too Early
You can't close if they don't see value yet.
Fix: Do proper discovery first.
---
Mistake 2: Asking Too Late
Waiting too long = they lose interest.
Fix: Ask for the sale when buying signals are strong.
---
Mistake 3: Being Afraid to Ask
Many reps never actually ask for the sale.
Fix: Practice asking directly. Role-play until it feels natural.
---
Mistake 4: Talking After You Ask
After you ask for the sale → STOP TALKING.
Let them respond.
The first person who speaks loses.
---
Mistake 5: No Follow-Up
80% of sales happen after the 5th follow-up.
Fix: Create a follow-up cadence.
---
Buying Signals to Watch For
These signals mean they're ready to close:
✅ Asking about pricing/terms
✅ Asking about implementation timeline
✅ Introducing you to other decision-makers
✅ Asking "What happens next?"
When you see these → ask for the sale.
---
Post-Close: Lock It In
Step 1: Send the Contract Immediately
Strike while the iron is hot.
---
Step 2: Confirm Next Steps
"You'll receive the contract today. Once signed, we'll schedule onboarding for [date]."
---
Step 3: Stay in Touch
Don't disappear after they sign.
Check in during onboarding to ensure success.
---
The Bottom Line
Closing isn't about tricks or pressure.
It's about:
1. Understanding their problem
2. Presenting a clear solution
3. Handling objections
4. Asking confidently
Do this right, and closing becomes the easiest part of the sale.
Need help improving your close rate? Let's talk.