Coffee Is For Closers

Every salesperson will close deals a little differently, and what I find with new salespeople is that they try to imitate other closers. But closing is an authenticate action; you need to feel comfortable going in for the deal. Here’s how to take charge and help salespeople actualize their work.

SALES STRATEGIES & TACTICS FOCUSED

Patrick Mersinger

2/1/20203 min read

"Weak closers get crushed. No room for hesitation. No room for fear. Sales is a battleground. The difference between a deal won and a deal lost? Knowing how to close. Some sellers dance around the ask, hoping the buyer makes the decision for them. Amateurs. A real closer seizes control. Commands attention. Knows exactly when to pull the trigger. The ways to close a deal? Endless. Excuses for not closing? None. A weak closer watches commissions slip through their fingers. A strong closer locks in the sale. No hesitation. No fear. Just the deal."

A bit over the top, but true. Every salesperson will close deals a little differently, and what I find with new salespeople is that they try to imitate other closers. But closing is an authenticate action, and you need to feel comfortable going in for the deal. Here’s how to take charge and help salespeople actualize their work. Six closing techniques that work. Some common. Some rare. All lethal.

Common Closes: The Foundations of a Killer Sales Strategy

1. Assumptive Close: Act Like You Already Won

The deal isn’t up for debate. The decision has been made. The buyer just doesn’t know it yet.

👉 “Pass me your card, I’ll get the paperwork ready.”

The Good: Forces the buyer to object rather than agree. If done right, buyers roll with it. Agreement feels natural.

The Bad: Wrong buyer? Game over. Push too hard, and they shut down. No deal today. No deal ever.

2. Taste the Goods: The Free Trial Gambit

SaaS sellers thrive on this. Let them taste it. Let them use it. Get them hooked. Then, demand the buy.

Example: A trial period, a test drive, a sneak peek. No commitment upfront. Just value. When the time comes to pay? They already rely on it.

The Good: Eliminates the “I’m not sure” excuse. Easier entry into new markets. Shortens the trust-building phase.

The Bad: No urgency. Some freeloaders never convert. Now, sellers close twice—once for the trial, again for the deal. Double the work.

3. Indirect Close: The Soft Entry

Casual. Conversational. No pressure. No risk. The easiest close for new sellers.

👉 “How do these terms look?”
👉 “Does this agreement work for you?”

The Good: Low-pressure. Keeps buyers engaged. Leads to real discussion. Perfect for hesitant prospects.

The Bad: Too easy to say no. Even worse—no answer at all. Now, the seller is stuck in an endless loop of "Let me get back to you.” The deal drags.

Less Common Closes: The Tools of a True Sales Assassin

4. One More Thing: The Last-Minute Play

The buyer thinks it’s over. Guard drops. The seller walks away. Then—bam. The ask.

👉 “Oh, before I go, I forgot to ask when do you want to start.”

The Good: Disarms resistance. Eliminates the power struggle. Makes the close feel natural.

The Bad: Timing matters. Too slow? They already checked out. Too fast? They see right through it.

5. Takeaway Close: Fear of Loss Wins the Day

People hate losing more than they love winning. Remove the offer. Watch them scramble to grab it. You hear this a lot of product sales. Limited inventory, new to move these units before the new one comes in, etc. It is a good technique but it can create a big swing-and-miss.

👉 “Only a few left.”
👉 “This deal expires tomorrow.”

The Good: Forces action. Accelerates decision-making. Works beautifully with competitive buyers.

The Bad: If they don’t bite? You just showed your best offer. Now, they own the leverage.

6. Hard Close: The No-Nonsense Knockout

No games. No fluff. Just the ask.

👉 “You ready to do business?”

The Good: No wasted time. Buyers who want to move forward? They move. Buyers who don’t? They say no. Clarity wins.

The Bad: Some buyers hate this. Feels aggressive. Feels like pressure. For some, it works. For others, it kills the deal instantly.

The Bottom Line: Close or Walk.

Selling isn’t for the weak. Prospects want confidence. A closer owns the conversation. Controls the deal. Knows when to push, pull back, and seal it shut. Remember sellers, controlling is not talking, it is navigating the conversation towards the close.

Want to win? Stop waiting. Stop hoping. Stop leaving deals on the table. Learn to close. Do it right. Get paid.

Because in sales? Coffee is for closers.