How To Use The Soft Close Correctly In Sales
The soft close is easily our most favourite sales closing technique, because you’ll have a higher chance of getting your outcome – and without the risk of breaking rapport.
The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale.
Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales.
In this article, you’ll learn what the soft close is, what you need to do prior to asking for the sale, and our recommended questions and examples when using the soft close.
What Is The Soft Close?
Put simply; the soft close is asking for the sale without being pushy and maintaining rapport so that your potential client doesn’t feel like they’re being pushed into a corner.
A common, old school mindset that a lot of Sales Professionals and Business Owners have, is to come in with the hard sell.
They present or pitch too soon, or they use the ‘always be closing’ mantra.
This actually backfires most of the time, and only looks edgy in fiction such as movies.
Instead; we recommend a consultative approach, so that you ask for the sale in a way that makes your potential client feel like you’re a partner in their success, versus making the sales conversation feel transactional.
To learn why you should avoid the old way of selling, read the linked article directly below.
Further reading: Always Be Closing – Why This Is Terrible Advice
Pro Tip – The Magic Happens Prior To Using The Soft Close
Before you use the soft close, it’s important to know that the sale generally happens before you even ask.
If you’re leaving the opportunity to win the client completely at the end of your sales conversation – you’re potentially following an older methodology.
Instead; we recommend that you use a new consultative style.
This means using various techniques and a process that helps you win the sale during your sales conversation – and then use your closing questions to formally enrol and win the new client.
To learn how to do so, we recommend reading the three linked articles below for more detail. These will teach you key tips and techniques to close more consistently.
The Sales Process – A Step By Step Guide
Positioning In Sales – How To Sell Effectively
Tie Down Sales Techniques – Your Ultimate Guide
How To Use The Soft Close Correctly In Sales
Below are five excellent examples and questions when using the soft close.
The reason we teach Sales Professionals and Business Owners wanting to learn the soft close with these particular questions, is because they’re consultative, non-pushy, and you won’t risk breaking rapport by asking them.
The Soft Close Example #1
The first on our soft close question list, is “Would you like my help with fixing <insert problem/ pain point>”?
This is an excellent question for a few reasons.
Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem.
Your potential client is speaking with you because they have a pain point and want it solved.
By coming in from a solution point of view, you’re keeping the conversation focused on them – rather than focusing it on you.
Secondly, it’ll qualify whether or not they’re actually interested in solving their problem.
If they’re not particularly keen on your product or service but do want the issue solved, then it allows you the opportunity to revisit your sales process and perhaps present better or handle any objections they may have.
The Soft Close Example #2
The second on our soft close question list, is “If we could find a way to deal with your <insert area of concern>, would you be happy to proceed”?
This is a great question because it doesn’t necessarily ask them for too much of a commitment too soon.
It will clearly let you know whether you’ve got someone keen in buying or not, or what you may need to re-explore to get them interested in making a buying decision.
The third on our soft close question list, is “Based on your feedback and our solution to your issue; would you agree that we’re probably the right fit for you”?
This question works because it insinuates that the decision is theirs – and it’s easier to sell someone on an idea when it’s their idea, versus trying to close someone purely on your idea.
The Soft Close Example #4
The fourth on our soft close list, is “Do you think it makes sense to give us a try – so we can help solve <insert their issue> for you”?
This especially works if your next step is going to be asking them to sign some kind of contract or agreement, because it leans on a small commitment – being asking them to help you try.
By asking for a large commitment, it can sometimes trigger a flight or fight approach.
Asking for the order in a way that shows low friction commitment will make it easier to consistently close more people.
The Soft Close Example #5
The final of our soft close examples is a very simple one.
It is “What do you think should happen next”?
This is a low resistance, open ended question that also opens up the opportunity for more conversation.
I particularly like using this question if you feel they’re not completely sold on an idea, and want to turn the conversation back to visiting their pain points and what they’re hoping to achieve.
Related article: Pain Points & Sales – Your Ultimate Guide
The soft close is our favourite sales closing technique, because:
- It’s powerful
- It’s consultative, and
- It positions you as a partner – rather than a taker.
These soft close examples will help you close more sales in a consultative manner, without being pushy or breaking rapport.
Do you have any other recommendations?
If so, feel free to share them in the comments.
Furthermore – if you know someone who would benefit from this article, feel free to share it with them.
Want To Close Consistently Without The Guesswork?
If you’re committed to increase your closing rate more consistently, then you should look into our online sales training program, The 5% Sales Blueprint.
Our online program is self-paced and is an affordable investment that’ll teach you exactly what to do to close more sales.
No more guess work – learn the exact process to win sales without being pushy.
Click the link below to learn how.