The Best Closing Strategies Ever: Simple, Honest Ways to Win the Deal

Why Closing Feels Hard (Even When Buyers Want to Buy)

Prospecting, pitching, handling objections—each step matters. But many otherwise strong reps still stumble at the finish line. After 28,000+ pitches, I’ve learned this: most sales are “order taking” if you confidently and clearly ask for the next step.

Many reps don’t. That’s the leak.

The “Famous Closes” (And Why They Backfire)

You’ve seen these in every sales book:

• Alternative Choice Close. “Red or blue?”
• Apology Close. “I must’ve missed something—this clearly fits.”
• Assumptive Close. “Pass me your card and I’ll get paperwork started.”
• Balance Sheet (Ben Franklin) Close. Pros/cons list together.
• Indirect (Question) Close. “How do these terms feel?”
• Minor Point Close. Gain agreement on a detail and assume the sale.
• Negative Assumption Close. “Any reason you wouldn’t move ahead?”
• Possibility of Loss Close. Scarcity, price rises, limited stock.
• Puppy Dog Close. Try before you buy.
• Sales Contest Close. Sweetener with a “selfish” reason.

These can work—but often feel manipulative. Buyers sense pressure and push back.

What Actually Works (Most of the Time)

After you’ve presented, answered questions, and handled objections, ask this one, clear question:

“Would you like to move forward?”

That’s it.

Why it works

• Non-threatening language. Avoids scary words like buy and sell.
• Assumes progress, not pressure. Signals the next step is normal.
• Keeps the door open. If they say “not yet,” you can surface and resolve remaining objections.

Say it with relaxed confidence—like moving ahead is the obvious, rational step.

When Should You Ask?

Always. You don’t really know where the buyer’s head is until you ask. My data shows that when you ask directly, the win rate jumps dramatically; when you don’t, you’re relying on luck.

Make Your Close Inevitable (Before You Ask)

The close starts at “hello.” Stack the deck throughout your sales workflow so “yes” is the easiest answer:

1. Qualify tightly. Speak only to real prospects.
2. Tie value to their priorities. Use their words; solve their problem.
3. Handle objections early. Invite them: “What would hold this back?”
4. Offer frictionless terms. Clear scope, simple pricing, low-risk start.
5. Summarize outcomes. “Here’s what we’ll deliver and by when.”

Now ask: “Would you like to move forward?”

If They Say “Not Yet”

Great—now you know what’s in the way. Use one of these non-manipulative follow-ups:

• Clarify. “What would you need to see to be comfortable moving ahead?”
• Prioritize. “Is it timing, budget, or fit? Which should we solve first?”
• Micro-close. “Shall we start with a pilot this month and expand after results?”

Scripts You Can Steal

• Primary close. “Based on what we’ve covered, would you like to move forward?”
• Soft close (timing). “Is now the right time to move forward, or would next week be better?”
• Pilot close. “Shall we kick off a 30-day pilot and review outcomes together?”
• Objection surfacer. “What would stop us from moving forward today?”

The Mindset That Sells

I almost always hear “yes” because every word and action points forward. Energy and intent matter. In sales—as in life—you tend to get what you expect.

TL;DR (The Best Closing Strategy)

1. Do real discovery.
2. Tie value to their outcomes.
3. Remove friction.
4. Ask—clearly and calmly: “Would you like to move forward?”
5. If not yet, surface the blocker, solve it, and ask again.