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Kristopher CrockettOctober 202210 min read

11 Mental Shortcuts Sales Teams Can Use To Close More Sales

Closing a deal is one of the most satisfying parts of being a salesperson. It often takes hours, days, or weeks to convince someone that your product or services are the right fit for them. But when you finally get that person to say yes and make a purchase, it's like hitting a grand slam in baseball: You feel accomplished and ready to celebrate!


If you're looking for more closing sales techniques without putting in as much effort as I just did with this article—which is what we all want—then keep reading! We've compiled 11 mental shortcuts and modern sales closing techniques that will help any sales reps close deals faster.

Don't start at the top

If you’re reading this, then it’s likely that you want to learn how to close sales and improve your customer relationship management skills as a sales professional. While there are many strategies and sales processes that can help you with this goal, one thing I would recommend is not starting at the top of the funnel.

Instead, start at the bottom—a place where most salespeople and marketers don’t think to go.

I know what some of you are thinking: “But, but! If I sell people on my offer first, then they will be more inclined to purchase because they have already bought into my product or service!” You are right; this is true in certain scenarios and industries—but not always. There are three main reasons why starting at the bottom instead of at the top of the sales pipeline will help increase your closing rate.

Sharp Angle Close

The “sharp angle close” is a sales technique that has been used for years and is still one of the most effective closing techniques salespeople can use. The sharp angle close is when you make an offer that is so good, the only way your prospect can say no is if they have a good reason. Some salespeople use this close by offering a huge discount or by giving away something for free. Others will make an offer that is time-sensitive, such as “If you act now, you will get X for free.” The key to using the sharp angle close effectively is to make sure that your offer is truly irresistible. If it’s not, then you run the risk of coming across as pushy or sales-y, which will turn off your prospect and damage the relationship.

The Rule of Three: One of the Best Closing Techniques in Sales

The Rule of Three is a mental shortcut that helps you remember things. When you can combine multiple pieces of information into one simple list, it becomes much easier to recall each piece later on when you make a sales call.

For closing deals, the Rule of Three is useful for remembering things like phone numbers, passwords, and car registration plates. It’s also useful when it comes to sales pitches: if you can use the Rule of Three in a way that makes your pitch interesting and memorable, then people will not only buy from you more often but also tell their friends about how great your product or service is! Something will move them to buy, not just the product.

The Power of Primacy

As a sales rep, the first impression you make on a prospect can be the difference between closing a sale and losing out on an opportunity. This is why it’s important to take advantage of primacy, a mental shortcut that makes us assign greater significance to things we see first.

The first thing we see or hear is more likely to be remembered than something new introduced later in time (i.e., if you meet someone for the first time, then shake their hand and introduce yourself, they will remember your name even after meeting many other people).

The way you greet someone has an impact on how they perceive you—so while there’s no easy way around this fact without training yourself not to care what others think, at least try not to give off any negative signals right away by giving a weak handshake or not making eye contact with them when they introduce themselves.

Use the Power of Names

Using the power of names is one is the best sales closing techniques during a sales pitch:

  • Use the power of names to show you care.
  • Use names to build trust.
  • Use names as a way to show you are paying attention.

Use the Door in the Face Technique

The door-in-the-face technique is a negotiation strategy that can help you get people to agree to do something. You ask for something unreasonable, then ask for something reasonable.

This method works by making your counterpart think that they are getting a good deal by agreeing with your second request when in reality you would have accepted their initial offer anyway.

In sales, it means asking for more than you expect to receive at first and then offering something that is more reasonable when it comes time to close the deal.

Ask for a Commitment

In sales, there are two main types of commitments:

  • The first kind is the “verbal” commitment. This means that your prospect has verbally agreed to buy whatever you're selling, and they confirm it by saying "yes." They may even give you a date when they will make the purchase (e.g., “I'll have this ready for you at 5 pm on Monday”).
  • The second kind is the “written” commitment. This means that they have committed to buying something in writing via email or another form of communication (e.g., "I'm interested in purchasing X product as soon as possible").

Find Ways to Appeal to Their Common Sense

The power of logic is one of the most effective sales closing techniques that appeal to your prospect's common sense. If you can show a logical connection between your product or service and their business goals, you will be more likely to close a sale. You don't have to do much math here—just use simple calculations that illustrate how the benefits outweigh the costs.

For example: “If we offer this product at $5 per unit with an annual maintenance agreement included in that price, then it would cost you $20 per year over five years for each unit that uses our software as well as another $10/month (or $120/year) for support services like account management and hosting fees."

Use Testimonials

We all know that testimonials are an effective sales tool. But did you know that they can be used in a variety of ways to help prospects buy?

Testimonials are one of the most powerful tools in your arsenal to help prospects buy, so it's important to use them effectively. The last thing you want to do is waste time with a customer who isn't interested and has them purchase your product or service out of politeness. Here are some tips on how to make sure every prospect who hears about your business becomes an actual customer:

  • Use short, powerful statements. The purpose behind any testimonial is not only to inform but also to inspire action from the prospect. This means that your message should be brief and succinct enough for prospects who aren't familiar with its benefits or value proposition yet don't feel overwhelmed by too much information at once either.
  • Get the word out there! If someone knows what their friends think about something (especially when those opinions are positive), chances are they'll be more likely to try it themselves because it seems safer than taking chances on something new.

Ask How Much They're Willing to Pay

The best way to find out how much your customer is willing to pay is by asking them directly. The question “How much are you willing to pay?” has been a long-standing sales tactic because it helps you understand exactly what your client's expectations are and helps them commit to those expectations. You may not get a direct answer or even an answer at all, but if you ask this question in the right way, you'll be able to gauge their willingness without making them feel uncomfortable about sharing their budget constraints.

Here's an example:

  • Customer: "Well, I only have $100"
  • Salesperson: "What would happen if this was only $50?"

Offer Discounts on Large Orders if Possible

You can use discounts as a closing technique for your sales team. The offer of a discount is an incentive for customers to buy more from you and increase the volume of your sales. This is because the customer will feel like he or she is getting something extra in exchange for spending more money.

Discounts are not just about lowering the price of what you're selling, though; they are also used as a way to make up for any flaws in a product or service. For example, if there is some cosmetic damage on an item that costs $100 but has been discounted by 50%, then this makes it seem like a half-off rather than damaged goods!

These Closing Sales Techniques and Sales Process Can Help Sales Reps Close More Deals.

Make the sale a no-brainer.

You should try to create an experience that makes your prospect feel good about buying from you and your company, so they don't have to think about it. When a customer doesn't have to think about their decision, it's much easier for them to say yes. For example: If someone wants to buy a pair of shoes online from Zappos, but only has free shipping on purchases over $49 (and even then only within the US), then there's no reason for them not to buy something from Zappos—even if they could find what they want somewhere else cheaper or with faster shipping.

Focus on value instead of price.

The second tip is to focus on value instead of price when selling yourself or your product/service at work or in business settings where there is competition involved (like bidding). Focus on value instead of price when trying to negotiate rates with clients too because this will make it easier for both parties (you/your client) to come up with creative solutions regarding pricing before any conflict arises between both parties during negotiations which usually leads toward bad outcomes like not getting paid at all - which nobody wants!

Sales Closing Strategies for Sales Professionals to Meet Their Sales Quota

Sales teams can use various strategies to close more sales and meet their sales targets as well as generate qualified leads for their sales funnel.

The most important sales closing technique is to focus on the value of what you're selling, rather than the price. This is because customers are much more likely to buy something if they feel like they're getting a good deal—even if it's not the absolute lowest price.

Your team should also offer discounts on large orders whenever possible, as this is an incentive for customers to buy more from you. Finally, sales reps should try to make the sale a no-brainer by creating an experience that makes their prospect feel good about buying from you and your company. By using the assumptive close sales technique, sales reps can make it easier for customers to say yes. A good mental shortcut to using effective sales closing techniques is to remember the acronym ABC: Always Be Closing.

Other Things A Sales Manager can use to Score Pain Points

Positive thinking is a mental and emotional attitude that focuses on the bright side of life and expects positive results. A sales team with a positive outlook is more likely to close sales and meet their targets.

Many sales teams use positive reinforcement to close more sales. Positive reinforcement is a technique that sales teams can use to increase the likelihood of the desired behavior by rewarding it.

For example, if a sales rep closes a deal, they may receive a bonus or commission. This incentive provides sales reps with a reason to close more sales, and it also helps sales managers keep track of which sales reps are performing well.

By using sales closing techniques, sales teams can close more sales and gain more loyal customers since their potential customer's success rates will always be high.

The Key to Closing More Deals

The key to closing more deals is understanding what your customers need and why they need it. If you can build a relationship with them based on trust, then it will be much easier for you to close more sales. By using sales closing techniques like focusing on value, offering discounts, and making the sale a no-brainer, you can increase your sales and meet your targets. And finally, always maintain a positive attitude—it will go a long way in helping you close more sales.


Kristopher Crockett

Kristopher M. Crockett, President & CEO of Selworthy, brings over a decade of innovative, solution-centric marketing expertise to the table. His profound understanding of marketplace trends and dynamic leadership propels Selworthy's mission to deliver bespoke digital solutions, enhancing client ROI and bridging the digital divide.