by Silvero Realty 
Closing a home sale is the sixth step in the seven-step sales process. It’s the moment where dreams transform into reality, and keys exchange hands with a sense of triumph. But this crucial stage can also be a whirlwind of emotions and uncertainties. It is certainly not for the faint of heart. There may be moments where customers decide to abruptly change some of the contents of their deal because of their needs or even new competitors that may challenge your current offer to the customer. This is why mastering the art of closing is essential and makes it the ultimate goal.
Of course, not all closing techniques are created equal. This is why several of them have been created to tailor to specific scenarios when closing a deal. Some might even fit certain business scenarios better than others. In this blog, we’ll unveil five powerful, proven techniques to help you seal the deal with confidence and finesse. Get ready to embark on a journey where every handshake marks a new beginning and every signature signifies success.
Now or Never Close
The first closing technique we will be introducing is the “Now or Never Close”, also known as the Scarcity Close. This is a traditional and powerful technique that taps into the prospect’s fear of missing out (FOMO). Imagine this: the project inventory is dwindling, or a special discounted price is about to disappear. The message is clear – if they don’t seize the opportunity now, there are no guarantees it will be available later. It’s all about creating urgency and prompting immediate action.
But tread carefully! If your prospect hasn’t shown a strong or urgent interest, this approach may backfire, especially if scarcity isn’t truly an issue. You need to be sure that they are genuinely interested and just need a little nudge to finalize the deal. When used wisely, the Scarcity Close can turn hesitant buyers into happy customers.
Here is an example of how you can use the “Now or Never Close” and how it can play out in a real business scenario:
“Right now, we have an availability to provide your house requirement on March 31. I understand you may want to look at other Realty or Developers. However, that date is in high demand, so I can’t guarantee the spot will be open after today. I would love to complete your contract now so we can get you on the schedule.”
Summary Close
From the name itself, it might seem like a boring closing technique because you’re basically just telling the prospect what they already know. Where’s the fun in that? However, don’t underestimate its effectiveness as it is highly beneficial in situations where the prospect is evaluating offers from multiple vendors.
This technique is your golden opportunity to remind them of the incredible benefits your product offers. It’s all about reinforcing why your product is uniquely capable of solving their specific pain points. By summarizing the terms of the offer, you help the prospect see the entire package clearly, making it easier for them to visualize the value and move forward with confidence. See, it’s not all boring!
Here is an example of what a Summary Close may look like:
“For your preference on Casa Mira Towers Guadalupe, with its location at V. Rama across Guadalupe Brgy. Hall, 1 min from Fooda Saversmart, 3 mins at Guadalupe Parish, 6 mins at Provincial Capitol and 7 mins at Cebu Doctor’s Hospital, etc. Is there anything else you would like to add before we confirm the contract?”
Assumptive Close
What comes to your mind when you hear the term “assumptive”? In the context of closing techniques, you might think of hard-selling. However, the Assumptive Close is not about being aggressive; it’s about persistence.
The Assumptive Close is a tried-and-true favorite among closing techniques, but it hinges on one crucial element: confidence. With this approach, you operate under the assumption that the sale is a done deal. All that’s left to decide are the finer details like quantity and delivery date. The key here is to be assertive without crossing the line into aggression, which could scare your prospect away.
Here is an example of an Assumptive Close:
“We’ve agreed that our house project proposal falls well within your budget. Of course, this also includes the transfer charges and insurance. What time would you like our team to arrive to set up all the necessary documents?”
Sharp Angle Close
As you approach the final stages of closing, be prepared for prospects who might hold out for a little extra—whether it’s additional products, services, or a steep discount. This is the moment where your negotiation skills shine. Always be prepared to negotiate with your prospect and navigate their last minute requests. This is also the reason why this closing is also known as the “If I – Will You Close” technique.
Why does this work, you may ask? It is a win-win scenario for everyone involved! Clients walk away with their requests fulfilled feeling like they’ve scored a great deal. Meanwhile, sales reps edge closer to hitting their revenue targets, celebrating another successful sale. This mutual benefit fosters goodwill and strengthens relationships, making the closing process a rewarding experience for both sides.
Here’s how a Sharp Angle Close might work. In this scenario, the prospect might ask:
“Can you provide discounted units which are in my budget?”
Then, you might respond with a closing question such as:
“Yes, we can provide you with a promo of 15% discount, but if I include that in the offer, will you sign the contract today?”
Question Close
Successful selling starts with great listening. The best sales professionals are those who continuously ask insightful questions and genuinely listen to their prospects throughout the entire engagement. Even at the crucial closing stage, asking the right questions can be a powerful technique to seal the deal. By understanding your prospect’s needs and concerns, you can tailor your final pitch to address their specific pain points, ensuring a smooth and successful close.
Additionally, this approach gently guides the prospect to sign the contract without coming across as pushy or aggressive. It’s a win-win for everyone involved. The beauty of this technique lies in its balance: it steers the buyer towards making a purchase while keeping their needs and preferences front and center.
Here is an example of a Question Close:
“Excuse me Ma’am/Sir, does this contract cover all of the needs for your family house? Do we have all of the details correct, including date and other details?”
Mastering the art of closing sales is more than just a skill—it’s a journey of understanding, connecting, and delivering value. Whether you’re harnessing the power of the Scarcity Close to tap into FOMO, or staying flexible and ready to negotiate, each technique has its own magic. By employing these strategies, you create a win-win scenario where clients feel valued and understood. So, dive in, experiment with these techniques, and watch your sales soar as you build meaningful, lasting relationships with your customers.
