When it comes to making sales, many techniques can be used to close a deal and gain more clients. The Hard Close is extremely effective in driving sales and should not be shied away from when necessary.

Unfortunately, the term “Hard Sales Close” carries a bit of a negative connotation and is associated with hard pressure on customers to make a purchase.

It is a controversial sales technique that is often criticized for being too pushy. However, there are many salespeople who swear by the hard close and claim that it is a highly effective way to close a sale.

Before moving forward with the ins and outs, what exactly does a Hard Sales Close mean?

What Is A Hard Close?

A Hard Close is a sales technique where the salesperson uses high-pressure tactics to get the customer to make a purchase. This can include things like:

Giving ultimatums.

Threatening to end the conversation.

Using fear or guilt to get the customer to buy.

While these may seem like underhanded tactics, the hard close can be effective if used correctly.

Are Hard Close Sales Unethical?

Let’s debunk a common myth! Hard Close Sales techniques are simply strategies to close a deal. They are NOT unethical.

Any Close Technique can be unethical if the salesperson is misleading and unethical. The same goes for Hard Closes.

A Hard Close could be considered unethical if the salesperson is misleading, uses lies, and is manipulative to get the client to make a purchase.

For example, telling a customer that they need to buy a product right now because it’s going to run out of stock soon would be unethical to use a Hard Close if it’s not true. There are other ethical and creative ways to create urgency on your sales calls.

However, if the salesperson is upfront and honest about the Hard Close, it can be an effective way to close a sale.

So if you’re looking for ways to improve your sales techniques, don’t shy away from using a Hard Close! But always make sure that you are ethical and respectful in your approach.

Different Types Of Hard Closes

The Soft Hard Close

When presenting to a customer, you must ask for the sale, and often, you may have to ask for it many times throughout the same conversation. This does not make it an unethical practice.

For example, the best way to make consistent sales starts from the introduction of your presentation. You’ll explain your product in a few short sentences and ask for the sale before proceeding.

You would be surprised by the amount of “yes’s” you’d get simply because you asked, and they’re interested.

Maybe they said yes because they were already interested before speaking with you. Or perhaps they weren’t familiar, and they said yes because it sounded like an amazing and beneficial idea to them. Or maybe they said yes because it sounds great, but they will follow up with a series of questions before agreeing to your product.

Worst case, if they don’t immediately say “yes” and need a deeper understanding of your product, you’ll continue with your presentation.

The Medium Hard Close

This is consistently asking for the sale throughout your presentation.

Look at it this way. Whether we’re shopping on Amazon or any other online platform, as we scroll down the screen to look at each product, we’ll notice that there’s always a “Buy Now” button.

This is the same psychology and concept as always asking for the sale when presenting to your prospects.

When you’re in the flesh of your presentation, and anytime you answer your prospect’s question and give a reason why your product is beneficial for them, always follow up with asking for the sale.

This does not have to be an aggressive approach either. It’s simply asking for the sale after giving them a strong reason for how they will benefit.

The Hard Close

There are times when you must acknowledge you are “the” professional in your industry, and sometimes, through experience, you may know what’s best for the prospect.

The same way a doctor would say, “You NEED to take this medication” because they know what’s best; in some situations, you may be in a similar predicament when presenting. Of course, the patient and the prospect still make the ultimate decision, but sometimes, some people need to be pushed to do something that’s important for them.

Another example is a financial advisor might say to their client, “You NEED to start saving for retirement” because the sooner they start, the better off they’ll be. It’s not an easy conversation, but it needs to be had.

This will be considered unethical if you’re pushing a product or service that’s not beneficial for the prospect. This is an important distinction to make.

Some people need to be told to do something for them to do it.

You’re only using a Hard Close if it’s truly in their best interest.

The Final Hard Close

This is used when you have already presented to a prospect multiple times. The last thing you want to do is waste your time by going in circles with the same person repeatedly.

This close is used with the expectation that you’ll no longer speak with this prospect anymore because you feel they’re either not taking you seriously, don’t have any desire to buy from you but are scared to say no, or someone who just can’t make up their mind.

This Final Hard Close is pretty much giving them an ultimatum that if they don’t move forward with you, you’re no longer going to reach out to them to buy your product.

The point of this is it saves both parties time, and you can move on and focus on the next prospect.

When to Use The Hard Close

Hard closes should be used in every presentation you make as long as you’re using them appropriately, as we just went over in the previous topic.

For example,

• You should always use a hard close in the first few sentences of your presentation.
• You should use a hard close after giving your prospect a reason why your product is beneficial to them.
• In some situations, when a prospect realizes they need your product but still won’t buy it for whatever reason; because of your professional experience, you need to respectfully and assertively tell them what’s best for them and to buy your product.
• A hard close should always be used when the prospect has you running in circles calling them back, and you feel they’re not taking you seriously or simply can’t make a final decision. At that point, it’s best to give them an ultimatum to move forward with you or not.

Benefits Of Using The Hard Close

The hard close is important because if a prospect isn’t sure about your product, this will push them to make a decision. And if they’re not interested, the hard close will weed them out so you can focus on people who are actually interested in what you’re selling.

This will avoid confusion, allow you to get to the point faster, and allows your energy to smoothly flow in moving on to the next prospect and making more future sales.

Overall, hard closes are a useful tool in sales because they help move things along and get the prospect to commit. However, misusing them or for the wrong reasons can be unethical and harm your business’ reputation.

What if They Still Say No?

If they still say no after using a hard close and you couldn’t overcome their basic sales objections, it’s simply not meant to be, and you should move on. There’s nothing more you can do.

You gave it your best shot, and sometimes, people just aren’t ready to buy or they’re not interested. You can’t force someone to buy from you.

You can learn from this experience and use it to improve your sales techniques moving forward. Maybe the timing wasn’t right, or they have budgeting constraints.

Whatever the case may be, don’t give up and keep working towards your goals. There will always be people interested in what you have to offer, so don’t waste your time and effort on those who aren’t. And remember, there’s no such thing as failure, only lessons learned along the way.

When To Avoid Using The Hard Close?

While the hard close can be effective, there are certain situations where you should avoid using it.

For example, if you’re dealing with a particularly sensitive or emotional issue, it’s not always the best idea to be too pushy. You need to be respectful and focus on building trust with your prospects rather than coming across as aggressive or overly sales-focused.

Another situation where you should avoid using a hard close is if your product or service is of a complex or technical nature. In this case, it’s important to take the time to explain things in detail and make sure that your prospect really understands what they are getting. Simply using pressure tactics or being too pushy can often backfire when dealing with more complex products.

Ultimately, the hard close is a useful tool in sales when used correctly. However, it’s important to be aware of your own sales style and how you come across to others. Make sure that you are always respectful and ethical when using pressure tactics so that you don’t damage your reputation.

Ten Best Hard Closing Techniques And Questions

• What would it take for you to move forward with this today?
• If I could show you a way to get X result, would you be interested?
• Can you see how this could benefit you?
• What’s holding you back from making a decision?
• Would you like to know more about our product/service?
• Do you feel ready to make a decision now, or would you like for me to explain a few more things?
• If you don’t mind me asking, what’s your budget for this project?
• How soon do you need this?
• Is there anything else I can answer for you before you make a decision?
• What do you think? Are you ready to move forward with this?

Five Examples Of The Hard Close With Scripts

The hard close is an important part of the sales process. You need to be able to handle rejection and keep pushing forward until you get a yes.

Here are a few examples of how you can use the hard close in different situations:

1. If your prospect seems hesitant or unsure about making a purchase, you might try asking them directly why they are having doubts. This can help you better understand what their concerns are and make it easier for you to address their objections.

2. If your prospect tries to get away from the conversation without committing, you may need to be more assertive and push for a decision. You can say something like, “I understand that you’re busy, but if you could just give me a few minutes of your time, I think I could answer any remaining questions you have.”

3. Sometimes, prospects will need a little extra incentive to make a purchase. In this case, you might offer a discount or special deal if they buy now. You can say something like, “If you’re interested, I can give you a 10% discount on our services.”

4. If your prospect seems ready to make a purchase but is dragging their feet on a limited product, you might try using a sense of urgency. You can say something like, “We’re almost out of stock on this product, so if you want it, I would recommend placing your order soon.”

5. If you’re having trouble getting a prospect to commit to a meeting or call, you might try offering a free consultation. You can say something like, “I offer a free 30-minute consultation to see if my services are right for you. Would you be interested in scheduling a time for us to chat?

Whether you are trying to close a big deal or simply get someone to commit to buying a small item, the hard close can be an effective tool to help you achieve your sales goals. Just remember to remain respectful.

Conclusion

The hard close is a great way to weed out the tire-kickers and time-wasters so you can focus on people who are actually interested in what you’re selling. If they’re not interested, it’s best to move on. But if they seem ready to commit, then it’s time to put on your hard-closing hat and go for the close.

With persistence, assertiveness, and a little creativity, you can use the hard close to successfully seal the deal and maximize your sales results.