Closing Checklist

Posted in Sales Tools  |  26 Comments

Closing tends to be the most stressful action in the sales process for so many people – salespeople and prospects.

Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit – this includes, closing continually throughout the process. Keep in mind, closing is really the beginning of your business relationship – both parties should be excited about working together.

The closing tool is designed to give you and your team a quick and comprehensive checklist of your “need to know” points before attempting a standard close (trial closes don’t require the knowledge of all “need to know” points – trial closes serve as more of a qualifying function and help the process move to the standard close). While it may be valuable to have a basic understanding of the “traditional” closes articulated in many older sales manuals (e.g., the assumptive, the puppy dog, the physical action, the choice, the last chance, etc.), it’s these “need to know” points that create the opportunity for any effective close – these are non-manipulative and universal.

The correct answers to these questions assist in developing the close into the natural conclusion we all seek in the process. Work through them for each prospect in your pipeline right now and be sure you’re on the right track to closure.

Additionally, we’ve included some sample closing statements. These are simple statements and questions that help everyone involved in the sales process move smoothly to closure. Use what you like, toss what you don’t and build on those appropriate for your sales world.

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COMMENTS


  1. 5 Sales Consulting Checklists to Help You Make the Sale | Consulting Success says:

    [...] Sales Closing Checklist [...]

    7 April 2014



  2. belal says:

    Fantastic tools to close any deal , I believe good qualification to the prospects will be the best to use the above tools to close any deal

    19 October 2013



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    24 June 2013



  4. evelyn says:

    You need to assume the sale ,you don’t ask the customer IF .You tell them using WHEN

    24 August 2012



  5. Khurram says:

    ALL of the above comments are true, but they dont fit specially when you are working on a B2B level, people are time consumed, deadlines to meet.

    1.The first thing you need to do is research as much as you can to understand your target
    2.Dont sell , show them the value you offer! their must be one which you truly do better then your competition , Honk that!
    3.Make them understand that you also qualified them because of them as a brand which fits your overall business goals.
    4.Network like a network junkie! people tend to listen in person double the amount they will ever on phone or email.

    thats to start with…

    15 July 2012



  6. Drew says:

    One of the big things here you are missing is giving them a reason to buy, you just are saying lets start the paper work, but if you added a beacuse to that you will be more likely to close. example you had •Let’s get this off your plate and start the paperwork. What do you think?

    but if you said, let get this off your plate and start the papper work because you have better things to worry about then this fantastic product.
    now your closing that sale

    http://www.closing-a-sale-from-a-z.blogspot.com

    14 March 2012



  7. Candice says:

    To you all!

    Had a rough day being shot down with my sales results so thank you for your imput!
    Bring on the revenue! Thanks for the experience……! Noted

    1 June 2011



  8. Tips « The Sales Appointment says:

    [...] talented writers at JUSTSELL offer a valuable “Closing Checklist” to [...]

    21 March 2011



  9. The Sales Appointment says:

    Awesome article! I will provide a link and a teaser to my readers to come and read!
    Such valuable information to review and apply.
    http://thesalesappointment.com/

    21 March 2011



  10. Adam Carroll says:

    To Robert Rose:

    How does one master the art of assumptive closing ?

    Answer:
    When using this type of close, you first have to pre-qualify it. Meaning, in order to have an assumptive close, the prospect needs to have the pre-qualification pains addressed. In order to this, the right questions need to be asked at the beginning of the sale.
    At the close re-hash the “pains”. Go through them one by one, each time, answering “Yes, your product does fill that hole or will exceed it”. Remember, never push a square peg in a round hole. The assumptive close is natural fit, that the prospect, realizes your product is a “need” for his company, not a “what” from an idea you shoved into his head.

    3 March 2011



  11. Cierra says:

    I just started in sales in December, never worked in this industry before… This is the hardest part of the job for me, closing.. I’m in the advertising industry, and sometimes it’s just really hard to get that yes that you need. I think I’m just being too nice, after reading this through I noticed that it’s really easy to give your clients an ‘out’, and I tend to do it a lot :( does anyone have any advice on how I can work to try and turn this around without becoming too pushy??? I’d really appreciate it. thanks!

    8 February 2011



  12. Scott says:

    I have read quite a few “sale closing” suggestions, but I sell into the education market where the person or people that I have to convince that the product is what they want (it is) is almost never the person with the authority to authorize the purchase and the people who are authorized to do so can’t or won’t agree to meet no matter how many approaches are made. I’d like to hear some ideas about how to get around that one.

    17 January 2011



  13. Mark Bussey says:

    My Closing Statement is, Before we move on is there anything else you need to know about me or my business.

    25 December 2010



  14. Harvey says:

    Personally, I believe sales closes are best done via trial, then assumtion. I shall explain.

    I don’t care what you’re selling-trial close such as-

    Does that make sense? Wouldn’t that work for you? etc

    (Of course you have to have laid the ground work ahead of time, knowing that any reasonable person in their position, having had the same conversation with you would respond YESSSSSSS!)

    Then assume, “So what I am going to do is open an account for you”

    “So I am going to send out the trial order as we discussed and you should receive it by next wednesday, if you have any questions feel free to give me a call, do you have a pen and paper handy therer? Mark down my direct line so yiou can reach me any personally”

    Or words to that effect….

    Trial then assume. If they stop you, or buck at this type of closing technique, you will be far ahead of the game, and will usually get a “TRUE” objection now instead of camouflaged ones. Just my 23 years sales experience talking.

    26 November 2010



  15. Svend says:

    I think Sam’s closing checklist is probably more important than all of the fancy closing statements.

    I have had sales people try to ‘close’ on me but it does not work if all of my phsycological and actual check boxes have not been ticked. No matter how much they close continuously.

    I’ve also had a time when I had been looking for something for over six or more months but none of the offerings meet all of my needs and I was not going to buy from anyone till they did. Then one day some kid cold calls me with exactly what I was looking for. Eventually he tells me the price – value is established, but before I can ask “where do I sign?” he’s off rambling again about all the benefits etc that I already know of. I kept listening just in case there was something I wasn’t going to like, but eventually I managed to get him back on track and help close the sale for him (yes he finally asked a closing question). I bet he thought he was a gun sales man on that day.

    He obviously had not heard about the “Closing Continually” bit that Sam was talking about. This could have shortened the whole process considerably.

    Of course all that said I may also be lying, or guarded, or just tyre kicking and you think you’ve checked the boxes but actually you haven’t. But it’s your job to work that out.

    Most corporates ensure they shield the decision makers from the sales people to make sure the boxes are ticked in a very formal managed way. And that they are the boxes that they want too have ticked.

    You just need to work out what the boxes really are.

    12 September 2010



  16. Jennifer K. says:

    The old saying “Its not what you say, its how you say it.” is true, especially in sales. I have found that confidence and taking control of the conversation is the key to 98% of my sales. I am a specialist in my sales field. I provide a service and have the knowledge that my customer needs.

    18 August 2010



  17. David Lipkin says:

    I am not in favor of any closing statement that allows the prospect to say no. Using a “This or That” call to action is more effective. i.e.;

    Would you prefer to pay using a credit card or would you like us to open an account for you?

    We can get started with a commitment for your upcoming quarterly production run or we will be happy to get going with a trial run. Which would you prefer?

    With an order today we can deliver the first or second week in September. Do you prefer the first week for delivery or the second?

    18 August 2010



  18. Andy says:

    To Dave,

    Closing should always be conducted with the decision maker. It shouldn’t be something that you ask when closing the deal.

    18 March 2010



  19. Sam Parker says:

    Thanks for the comments, Everyone.

    Diane… I don’t think the bulk of the message here changes if the product is your own. If you only have one shot at the sale (without me knowing the specifics of what you sell), everything is about the value you can create for the prospect and how well you can communicate that value (the “what’s in it for me” factor).

    You must help them save more, make more, look good, feel good, and/ or be loved.

    If you have time in the short visit to ask questions and listen, even better.

    See http://www.JustSell.com/salesbright for a printable reminder of those wants above.

    9 February 2010



  20. Diane says:

    Is there more you can share on sales when the product is ; your own , you sell to individuals who visit a display ,you have only one shot at the sale ?

    5 February 2010



  21. steve from louisville says:

    I feel by using phrases like if you want to, or does it sound okay, it preempts the customer to wonder if their is something hidden and maybe they should have further questions. By Assuming the sale and saying this is what we have to do. It shows the customer you are confident in your product which eliminates rebuttals and moves the closing process forward.

    25 January 2010



  22. Dave says:

    You should also add:
    “Does the buyer have the resources and wherewithal to afford my product?”

    “Am I dealing with the one person who can make the decision and carry the rest of their team?”

    “Do I have credibility? Does the buyer believe I and my company can deliver?”

    24 January 2010



  23. Tariq Rifai says:

    “Would you like to try it for a quarter? ”
    such statement would delay the closing for months .. i think its better to offer this only if you are facing a lot of compititors or when you just afraid to lose the hole deal..

    12 December 2009



  24. Robert Rose says:

    How does one master the art of assumptive closing ?

    8 December 2009



  25. jorge gomez says:

    What about aggressive closings?

    “So with this in mind, let’s go ahead and get you started, ok?”

    this one’s my favorite.

    12 November 2009



  26. Chakshu says:

    The closing statements need to ensure that we ask for business from the client. I have come across sales reps who do not close the deal by asking the client to buy the product or service. For me the essence of closing statement is – I need Business!

    25 August 2009


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