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No one is better than the next. Each can work well depending on the situation you are in and your ability to execute them effectively. Learn and practice them all to make them part of your repertoire.

1. The divide-and-conquer close

   If you have two people you are selling to, one is more likely to be positive than the other. So, focus on the most supportive person while making the assumption that the more negative person is in agreement.

2. The minor-major close

   Tugboats work hard at getting large ships into harbor. And they do so by nudging and pulling a little at a time. The same process works in a sales situation. Do a little at a time. Getting agreement to many minor decisions will eventually lead to agreement on the major issue. Selling an insurance policy is easier if you get agreement to the sum of money available, the frequency of payments, the method of payment, and the beneficiary. "Yes" responses to these issues will automatically lead to a signature on the application without having to ask for a go-ahead.

3. The "assuming the sale is closed" close

   This is one of the best closing techniques, and perhaps the most frequently used. Assume you have the order from the outset. Always use language that suggests that you are going to do business with the buyer and that your discussions are simply about sorting out the details. For example, say, "Let's figure out the schedule so that we can proceed."

4. The paddock close

   Ever heard the expression "as stubborn as a mule"? Well, a horse is a first cousin to the mule and pretty obstinate, too. Imagine trying to get a horse to pose for a perfect picture with one leg forward. To get the perfect picture, the photographer might try walking him around the paddock and trying again, hoping that the horse will have forgotten its stubbornness. The same works for a client who seems to have an entrenched position. After trying to close, change topics and then try to close again. If you're rebuffed, do it all again — change the topic till you have an opportunity to try again.

5. The "that won't stop you" close

   Don't take "no" as being "no." Take "no" as being "maybe." Just assume that the customer is still going to say "yes" by saying, "That won't stop you, will it?"

6. The Vince Lombardi close

   The legendary coach Vince Lombardi instilled in his team a desire to win and never quit. In sales, being tenacious and refusing to quit can pay big dividends. So, make another effort.

7. The silent close

   After you make a proposal, shut up! The first to speak loses. You will get a "yes" or an objection, each of which must be dealt with differently. If it's a "yes," proceed to get the details of delivery. If "no," treat the objection as useful information that will enable you to solve the problem and then close.

8. The conditional close

   Customers will often throw roadblocks at you, either to give them time to think or avoid closing. A typical example is "We don't have money in the budget" or "I'll need to get my boss to approve." You can close the sale by saying, "Let me understand you correctly. You are telling me that everything is fine save for this one issue. So, you will go ahead if I can resolve this issue for you. Is that correct?" The secret to this close is to first get the customer's commitment to buy if you can satisfactorily respond to a single objection.

9. The Ben Franklin validation close

   Benjamin Franklin had a system for decision making. He would create a list of pros and cons. If the pros exceeded the cons, he would decide for the idea; if not, he would reject it. He would use a piece of paper with a line down the middle and the items listed on either side. The Ben Franklin validation close is achieved by following this step-by-step process:

   • Give the piece of paper and your pen to the client, and ask them to list all the advantages first. Help them. Create as long a list as possible, numbering them as you do.

   • Next, ask the client to list the disadvantages and stay silent! They will invariably identify very few (four would be a lot).

   • Ask the client, "What does this analysis now show?" Allow them to state the obvious — that they need to proceed with the sale.

10. The negative yes close

    Ask what you have done wrong. They will define the issues better for you so that you can deal with them. Ask them a series of questions, all of which will elicit a "no" answer, which really means "yes" to the sale. For example, "Is it the reputation of my company that concerns you?" Answer: "No." Or, "Are the terms that we're providing you not fair?" Answer: "No." After enough negative answers, you can try to close with a more direct proposal: "Since you are satisfied with the company, product, and service, tell me where we can deliver it to."

11. The limited offer close

    Letting the buyer know that she has limited time to take advantage of the situation may enable you to get commitment to conclude the sale. Typically, you might say, "This item is on special until 5 p.m. today, after which its price will be increased by 30 percent." Needless to say, you should not lie to make the sale and should have the ability to back up your statement.

12. The blank order close

    Don't ask for permission to do so, but begin to take details starting with low-risk items such as address, phone numbers, etc., graduating to key issues such as delivery dates. When all the details are complete, don't ask the buyer to agree, but merely to confirm the details by signing the order.

13. The similar situation story close

    Recall a story that will tug at the emotional strings of the buyer. It can be a good or heartbreaking story. Either way, you want the potential buyer to either be like the person in your story (a success) or avoid it (someone who didn't buy and became a disaster). For example, imagine yourself selling a vehicle at year-end. You might tell the story of someone who didn't take advantage of the sale price and had to settle for a lesser vehicle a month later when prices increased beyond his budget.

14. The repeat call close

    If you are unable to close because the buyer expresses a desire to "sleep on it," then make a follow-up appointment right away. At the follow-up meeting, avoid asking for a "yes" or "no" response. Instead, do this:

    • Begin by telling him something new, no matter what it is.

    • Proceed to repeat your entire sales presentation, taking great pains to summarize all your previous agreements. Only allow the person to interrupt if signalling an intent to buy (which includes an objection).

15. The lost sales apology close

    When everything is lost, pause at the door and apologize — sincerely — for having made such a poor presentation. After all, there can be no other reason for the potential client not to have given you the order other than your inability to present the issues properly. Now you are upset that this company cannot benefit from your service. Ask what it was that you did wrong so that you don't make the same mistake again. Based on the response you get, you may be able to identify a problem that you can overcome.

16. The secondary question closing

    This close works as follows: you pose the major question, and before the client responds, follow up with a minor question. An example would be "When should we start the training, this month or next?" and then add, "Would you like the training to be done in-house or at a local hotel?" When the client makes a minor choice, the major issue of buying becomes automatic.

17. The sharp angle close

    If a prospect asks about a desired feature, don't answer directly. Instead, respond, "Would you want it if it does have that feature?" If the answer is "yes," the sale is done, if indeed the product can perform the desired function or has the needed feature.

18. The "I'll think it over" close

    Particularly with larger decisions, people will express their uncertainty about committing. This happens constantly. Confirm their interest by saying, "I just want to be clear that you need time to think because you are serious, right? You're not saying this just to get rid of me?" If they say "yes" — which they probably will — then get them to define specifically their objection by asking about specific issues such as "Is it the price/delivery/color that you need to consider?" Keep trying until you find a specific issue that is unresolved. If there isn't an issue, try to close again. If there is an issue, ask if they would like you to solve it. If they say "yes," then try to solve their concern. You should then be able to close with the "blank order close."