Closing Moves
This close simply asks for the business directly.
What is the direct request close?
These are verbal or nonverbal clues that a buyer is ready to purchase.
What are buying signals?
This technique uses questions to uncover the real reason behind hesitation.
What is probing?
A negotiation where both parties aim to benefit is called this.
What is win–win negotiation?
This is what you should always receive when giving a concession.
What is something in return (reciprocal concession)?
This close summarizes agreed benefits before asking for commitment.
What is the benefit summary close?
When a buyer asks about implementation or timing, this is a strong signal of this.
What is readiness to buy?
This happens when the customer feels uneasy after saying yes.
What is buyer’s remorse?
When a buyer suddenly negotiates at an unexpected time, it’s called this.
What is an ambush negotiation?
Concessions should follow this pattern over time.
What is decreasing in size?
Giving the buyer two options like “delivery Monday or Wednesday?” is this type of close.
What is the alternative choice close?
These are questions the salesperson asks to test readiness without fully closing.
What are trial closes?
This type of salesperson handles objections confidently without being aggressive.
What is an assertive salesperson?
One person is unreasonable while the other seems cooperative—classic tactic.
What is good guy–bad guy?
The ideal outcome where both parties feel satisfied is this.
What is a win–win outcome?
Acting like the deal is already done (“We’ll get this installed next week”) is this close.
What is the assumptive close?
Facial expressions and body language fall into this type of buying signal.
What are nonverbal cues?
Failing to uncover the real reason for rejection leads to this problem.
What is lost opportunity/misdiagnosed objection?
Asking for small extras after the deal is done is known as this.
What is nibbling?
Your absolute lowest acceptable deal point is called this.
What is the minimum position?
This close uses urgency like “only 2 spots left.”
What is the standing-room-only close?
When a buyer states requirements that must be met before buying, these are called this.
What are purchase requirements?
This is when the salesperson avoids pushing too hard but still guides the close effectively.
What is being assertive (not aggressive or submissive)?
Intentionally understating costs to win the deal is this tactic.
What is lowballing?
The fallback option if no agreement is reached is this concept.
What is the best alternative to a negotiated agreement (BATNA)?