24 Powerful Techniques for Closing Deals Like a Pro | Brian Tracy

1. The Columbo Technique

• Ask open-ended questions

• Dig deeper to build the case for your solutions.

2. The Emotional Sale

• Tap into people’s emotions.

• Focus on the benefits.

• Create a connection.

3. The Assumptive Close

• Use confident language.

4. The Sharp Angle Technique

• Anticipate objections.

• Demonstrate your expertise.

5. The Puppy Dog Close

• Offer a trial period to build trust and confidence.

6. The Takeaway Close

• Withdraw an offer to build a sense of urgency.

• Mention limited availability.

7. The Cost of Ownership Close

• Help them see the long-term value.

• Compare the cost of ownership to the benefits.

8. The Walk-Away Close

• Demonstrate you're not desperate.

• Express a willingness to walk away to prompt them to reconsider.

9. The Option Close

• Present a choice between two options, not just one option with nothing.

• This technique makes people feel in control.

10. The Ben Franklin Close

• Make a list of pros and cons.

11. The Referral Close:

• Social proof is critical.

• Share success stories and testimonials.

12. The Porcupine Close

• Respond to objections with calm.

• Show that you're confident in your offering.

• Be reassuring.

13. The Balance Sheet Close

• Create a balance sheet with the positives and negatives.

• Make it visual.

• Help them “see” the value.

14. The Negotiation Close

• Find a middle ground.

• Make it a win-win.

15. The Summary Close

• Summarize the key benefits.

• Reinforce the value proposition.

16. The Now or Never Close

• Highlight the potential missed opportunities if the decision is delayed.

17. The Option to Buy Close

• Offer purchasing options.

• Make it easy to commit.

18. The Objection Close

• Transform objections into benefits.

19. The Reduction to the Ridiculous Close

• Break down the cost into smaller, manageable amounts.

• Make the investment seem more affordable and less intimidating.

20. The Hot Button Close

• Identify core desires.

• Show how your offering answers these needs.

• Make it hard to resist.

21. The Walk Me Through It Close

• Paint the future using your solutions.

• Help visualize ownership.

22. The Objection to the Source Close

• Uncover objections based on misinformation.

• Clarify.

23. The Similar Situation Close

• Share examples of similar customers who had doubts initially.

• Draw parallels.

24. The Deadline Close

• Set a firm deadline for a special offer or promotion.

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