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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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Tune in and listen to Brian Tracy's expert techniques and close your next deals like a pro!