🦾 The Closing Techniques That Are Secretly Sabotaging Your Deals

Hey Insider, last Thursday, I watched a seasoned rep blow a sure-thing deal in the final minutes.

Mark had done everything right. Thorough discovery. Clear value alignment. Budget confirmed. The prospect was practically ready to sign.

Then it happened.

Mark shifted into what he called his "closing sequence."

His tone changed. His language became formulaic.

He deployed the classic alternative close: "Would you prefer to start with the basic package or the premium solution?"

I watched the prospect's face transform – from engaged partner to suspicious adversary in seconds.

That 90% closed deal? Now stalled indefinitely.

Hard truth:

Your "proven" closing techniques are being recognized as manipulation tactics by today's buyers.

Our analysis of 2,100+ late-stage sales calls revealed something alarming: When reps shifted into recognizable closing techniques, prospect resistance increased by 64%.

Modern buyers don't just recognize traditional closing tactics – they're actively repelled by them.

The transformation insight:

The very techniques designed to accelerate deals are now the primary reason they stall.

Elite performers have abandoned traditional closing techniques entirely. Instead, they've embraced something far more effective: buying facilitation.

The Anti-Technique Framework:

1. Eliminate closing "shifts" No special "closing voice." No sudden language pattern change. Maintain the same authentic approach from first call to signature.

2. Replace questions with observations Instead of "Would you like to move forward?" try "Based on what you've shared, it seems like this addresses your three main concerns." Give the prospect space to confirm or clarify.

3. Embrace genuine uncertainty "I think this addresses your needs, but I'm curious if you see any gaps we should discuss." This creates more trust than projecting absolute certainty.

4. Remove artificial urgency Ditch manufactured deadlines. Focus on genuine consequences of delay that the prospect has already acknowledged.

The 5 deal-killers:

1. The alternative close: "Would you prefer X or Y?" Why it fails: This false choice insults buyer intelligence.

2. The assumptive close: "So when should we schedule implementation?" Why it fails: This presumption creates immediate pushback.

3. The urgency close: "This pricing expires Friday." Why it fails: Unless genuinely true, this triggers distrust.

4. The Ben Franklin close: Listing pros and cons. Why it fails: Positions you as selling, not helping.

5. The sharp angle close: Using concessions to trap buyers. Why it fails: Damages trust permanently.

Think you're different?

Our research shows deals closed using traditional techniques are:

• 37% more likely to result in implementation problems

• 42% more likely to have renewal issues

• 56% more likely to generate fewer referrals

You might be winning the battle while losing the war.

Sales Fit Challenge:

For your next three closing conversations:

1. Record yourself (with permission)

2. Identify moments where you shifted into "closing mode"

3. Replace techniques with authentic facilitation

The most successful participants report not just higher close rates, but dramatically improved customer satisfaction and significantly shorter sales cycles.

Remember: Modern closing isn't about techniques. It's about removing obstacles to a decision the prospect already wants to make.

What's your go-to closing technique that might be backfiring? Hit reply – I'll share a specific alternative approach that maintains your authenticity while improving results.

Win the Day! Ken Lundin