Either this or that. A simplified process can lessen overwhelming decisions.How to use this sales technique:<ul><li>List two times you could schedule a call.</li><li>Offer a free trial or schedule a demo.</li><li>Ask if you should reach out later or let it be.</li></ul>Why it works:A study suggests that limiting options can lead to more creativity. With fewer options, we can expand our thought processes.

The Alternative Close

Instead of focusing solely on facts and figures, consider thinking about feelings.Applications for this sales technique:<ul><li>Send your congratulations for recent personal or company accomplishments.</li><li>Let them know you're thinking of them by passing along articles they would enjoy.</li><li>Find a commonality, such as having the same birthday, initials, or alma mater.</li></ul>Why it works:People are driven by emotion. A study showed that 95% of our purchase decisions take place unconsciously.

The Emotion Close

This strategy helps to persuade. Use a list of three to convey the main point, such as three words or complex phrases sorted by bullet points: Ways to use this sales technique:<ul><li>Identify three pain points of your prospect.</li><li>List three end-picture benefits of your product.</li><li>Mention three of your top customers.</li></ul> Why it works:People like patterns. Three is a quick pattern any person can find. Anything over three causes scepticism from your prospect.

The 1-2-3 Close

Instead of stating what your company can do, show your prospects that your product works for others. Ways to use this technique:<ul><li>Link out to a written or video customer testimonial for your prospect to view.</li><li>Include a customer quote with their company name and job title.</li><li>Tell a story about a customer using the BAB or PAS cold email formulas.</li></ul> Why it works:Research showed that third-party reviews of a product are 12 times more trusted than a company's product descriptions.

The Testimonial Close

Humour breaks out from the stale selling techniques by showing you have a sense of wit.How to use humour in action:<ul><li>Use a funny gif in your email.</li><li>Do research on a social media account to find your prospects unique interest and reference it in a funny way.</li><li>Use self-deprecating humour to show your awareness.</li></ul>Why it works:Funny people are likeable. Humour puts people into a relaxed mood.

The humor close

This sales technique takes the skill of storytelling and applies it to a journey similar to yours to show that their challenges are solvable. How to use this technique:<ul><li>Identify your prospect's job title, responsibilities, and industry.</li><li>Consider a customer contact or account similar to the situation.</li><li>Find one pain point the customer had that your prospect can relate to.</li><li>Tell the story in a way that lays out the problem and then the solution.</li></ul> Why it works:Research shows that when our characteristics are similar to a character in a story, we identify with the character, which drives persuasion.

The Similarity Close

It can feel very persuasive when someone shows that they understand your point of view. Ways to use this sales technique:<ul><li>Suggest ways to solve their problems by researching articles they have shared.</li><li>If your competitor has problems, reach out to your prospects to help ease their situation.</li></ul>Why it works:A Harvard Business School report that empathy increases sales persuasion when you show a prospect the use in what you're selling. By going beyond to solve their problems, you'll earn their respect.

The Empathy Close

Expert tips on how to tap into the human psyche and turn potential customers into actual ones

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Leadership & Management

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Personal Development

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How to Sell Anything

Different sales techniques will resonate with various audiences. Trying different techniques can help to see what resonates with your audience.

Sales techniques for email that practice the power of persuasion, backed by science. Includes examples and how-to suggestions.

The Empathy Close

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