What Are Unique Ways to Close a Sale?
In the competitive world of sales, thinking outside the box can make all the difference. We've gathered six unconventional tactics from seasoned professionals, including Founders and Senior Growth Managers. From employing the Reverse Pitch Technique to offering personalized maintenance plans, discover unique sales strategies that go beyond the norm.
- Employ the Reverse Pitch Technique
- Align Missions for Impactful Collaboration
- Give Clients Space to Decide
- Use Storytelling to Connect
- Solve Problems in Real-Time Demonstrations
- Offer Personalized Maintenance Plans
Employ the Reverse Pitch Technique
I call it the "Reverse Pitch" technique. Here's how it played out in a real-life scenario:
A few years back, I was trying to land a major software contract with a Fortune 500 company. We'd been through multiple meetings, demos, and proposals, but the decision-maker was still on the fence. Traditional closing techniques weren't working, and I could feel the deal slipping away.
So, I decided to flip the script. Instead of trying to convince them one last time, I called the CEO and said, "You know what? I don't think our solution is the right fit for your company."
There was a long pause on the other end of the line. Then, to my surprise, the CEO asked, "Why not?"
This opened the door for a brutally honest conversation. I laid out all the potential challenges they might face implementing our software, the resources they'd need to allocate, and the internal changes they'd have to make. I even suggested that if they weren't ready for these changes, they should probably go with a competitor's simpler (albeit less effective) solution.
The result? The CEO was floored by my honesty. He said, "In all my years, I've never had a salesperson try to talk me out of a deal. You clearly understand our business better than anyone else we've talked to."
Two days later, they signed the contract—the largest in our company's history at that point.
Why did this work? A few reasons:
- It differentiated me from every other salesperson they'd dealt with.
- It demonstrated a deep understanding of their business and challenges.
- It built trust—I was willing to walk away from a deal if it wasn't the right fit.
- It triggered their loss aversion—suddenly, they were at risk of losing something valuable.
- It positioned our solution as the premium option, not just another vendor to be compared on price.
Now, I'm not suggesting you should try to talk your way out of every deal. This technique requires a deep understanding of your prospect's business, confidence in your solution, and, frankly, a bit of nerve. But when used in the right situation, it can be incredibly powerful.
The key is authenticity. This isn't about reverse psychology or manipulation. It's about having a genuine conversation about fit, challenges, and mutual success. It's about being a consultant, not just a vendor.
Align Missions for Impactful Collaboration
As a Growth Leader at our digital marketing agency, we recently collaborated with a meditation app focused on inspiring people to lead better lives. We crafted an article highlighting the alignment between their mission and our agency's track record of driving positive impact through partnerships with nonprofits and charities.
Our article passionately advocated for collaboration to envision a brighter future for humanity, striking a chord with them. Within days, we successfully closed the deal and are currently partnering to market their app to their target audience.
Give Clients Space to Decide
One novel approach I used to complete a deal that isn't included in conventional sales training was choosing to back off and not press too hard with a client. I felt they needed time to make up their minds rather than being pushy. This technique differed from the others since I did not feel the usual pressure to keep selling. The client was surprisingly appreciative of this polite distancing. They felt more in charge of their choice and less under duress. We eventually developed confidence as a result of this, and they decided to proceed with the transaction on their own terms. It showed me that, in some situations, less really is more in sales and that, by paying attention to the customer's pace, you may get results that more conventional approaches might miss.
Use Storytelling to Connect
One unique way I've closed a sale that isn't typically found in traditional sales-training materials involved leveraging the power of storytelling. A few years ago, I was working with a potential client who was hesitant about investing in SEO services. Instead of focusing solely on data and projections, I shared a personal story about a small-business owner who was initially skeptical about SEO but decided to take the plunge. I detailed how this decision transformed their business, leading to significant growth and an influx of new customers. This story resonated deeply with the client, highlighting the real-world impact of SEO beyond the numbers and charts.
The key takeaway from this experience is that sales aren't just about presenting facts and figures; they are about connecting on a human level. By sharing relatable success stories, you can build trust and demonstrate the tangible benefits of your service or product. This approach not only helped close the sale but also laid the foundation for a strong, long-term client relationship. It's a reminder that empathy and personal connection can be just as powerful as any traditional sales technique.
Solve Problems in Real-Time Demonstrations
In the realm of sales, traditional methods often emphasize gradual nurturing and following a structured pitch. However, one of the most effective and memorable sales closures I've orchestrated at Rail Trip Strategies involved directly solving a potential client's problem during our initial meeting.
The client, a mid-sized digital marketing agency, was experiencing significant difficulties with their sales process, specifically in tracking and following up on leads efficiently. During our discussion, they mentioned their frustration with their current system, which was cumbersome and caused them to miss opportunities.
Seizing the moment, I offered to demonstrate a real-time solution using our CRM tools. I set up a basic version of a sales funnel tailored to their needs right there and then, showing them how they could streamline lead tracking and improve follow-ups. This hands-on demonstration wasn't just about showing our product; it was about providing immediate value and a tangible solution to a pressing problem they were facing.
This approach turned what could have been a routine sales presentation into a problem-solving session. The client was able to see firsthand the impact our services could have on their operations. By the end of the meeting, they were not just interested in our services; they were ready to sign on, impressed by the direct and effective solution we provided on the spot.
This experience reinforced to me that sales aren't just about persuasion; they're about listening, understanding, and reacting to the client's needs in real time. Solving an actual problem in a way that the client can see and understand can be far more convincing than the slickest sales pitch.
Offer Personalized Maintenance Plans
One unique way I've closed a sale in commercial roofing that you might not find in traditional sales training materials is by offering a personalized maintenance plan as part of the deal. Instead of just emphasizing the immediate benefits of a new roof, I present a long-term value proposition through a customized maintenance schedule. This plan includes regular inspections and minor repairs, ensuring the roof remains in excellent condition and significantly extending its lifespan.
By offering this personalized maintenance plan, I address potential concerns clients may have about future upkeep and costs. It shows that we are committed to the longevity and performance of their roof, not just the initial installation. This proactive approach often reassures clients, making them feel more secure in their investment and more likely to choose our services.
Another benefit of the maintenance plan is that it fosters a sense of ongoing partnership between us and the client. It demonstrates that we are invested in their satisfaction and the long-term success of their roofing system. This strategy not only helps close the sale but also builds trust and encourages repeat business and referrals.
