The 5 types of sales closes (and what I use) ($40M/year CEO)
In this segment Matt Ryder outlines five common sales closing techniques and evaluates their effectiveness for different skill levels. He first explains the option close, which presents the prospect with a binary choice (e.g., Visa vs. MasterCard) and notes that it works well for beginners because it reduces decision variables. He then discusses the assumptive close, warning that less experienced sellers may appear overly confident and need to backtrack if the prospect pushes back. The scarcity/urgency close is illustrated with limited‑spot or time‑limited discount language, and Matt cautions against using fake scarcity. The takeaway close involves deliberately pulling back or suggesting the prospect may not be a fit, a high‑risk tactic that can be powerful when used strategically. Finally, Matt presents his preferred method: a summary‑into‑open‑ended close, where he recaps the value proposition, outlines the required investment, and asks the prospect how they’d like to proceed, creating a collaborative and pleasant ending. Throughout, he highlights the pros, cons, and ethical considerations of each approach, especially for less experienced salespeople.
