10 Ways to Close the Deal According to the World’s Top Sales Trainers (and quotes)

What You’ll Learn

You will discover ten proven closing techniques, the legendary sales trainers who champion each one, and how these methods help you build confidence and consistency in your closing skills.

Introduction

Every great salesperson has a preferred way to close. Some lean on certainty. Others rely on storytelling. Others use negotiation and psychology. As host of the Close The Deal Podcast, I hear a wide range of methods from entrepreneurs and sales leaders every week. What I have learned is that each closing style reflects a different sales philosophy taught by some of the most influential voices in the business.

Here are ten classic ways to close the deal along with the trainers and thinkers who speak to each style the most.

1. The Story Close

Influencers: Zig Ziglar, Donald Miller, Seth Godin

Storytelling sells because it creates emotional ownership. Zig Ziglar taught this for decades. Modern storytelling experts like Donald Miller and Seth Godin continue the message.

“When you show customers a story where they’re the hero and you’re the guide, they sell themselves.”

 Donald Miller -  StoryBrand Framework

2. The Ben Franklin Close

Influencers: Brian Tracy, Tom Hopkins, Zig Ziglar

This pros and cons close relies on simple logic. Brian Tracy and Tom Hopkins often teach the power of a clear balance sheet to help buyers justify their decision. Analytical buyers appreciate the structure and clarity of this approach.

“When a buyer is stuck, take out a sheet of paper and divide it in half. List the reasons to go ahead on one side and the reasons to delay on the other. When the positives outweigh the negatives, the decision becomes obvious.” - Tom Hopkins

3. The Now or Never Close

Influencers: Grant Cardone, Jordan Belfort

Urgency creates action. Grant Cardone and Jordan Belfort emphasize decisive movement and time-sensitive opportunities. When an offer has a real deadline or limited availability, this close encourages buyers to make a timely decision. FOMO (fear of missing out) plays a major role in this technique.

“Commit first. Figure the rest out later.” - Grant Cardone

4. The Puppy Dog Close

Influencers: Zig Ziglar, Joe Girard

People rarely give back something they already feel connected to. Zig Ziglar and Joe Girard both harnessed this simple truth. Free trials, demonstrations, and test drives create emotional buy-in long before the final commitment. The name is derived from pet stores allowing customers to take a pet home for a trial run with the anticipation of the customer falling in love with and keeping the pet.

“People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar

5. The Summary Close

Influencers: Dale Carnegie, Neil Rackham, Grant Cardone, Jeffry Gitomer

This close reinforces value in a clear and simple recap. Dale Carnegie promoted the idea of reflecting key benefits back to the customer. Neil Rackham later expanded on it through SPIN Selling. A good summary helps the buyer visualize exactly what they are receiving.

"Your summary of benefits should reflect the buyer’s explicit needs." - Neither Rackham

6. The Assumptive Close

Influencers: Brian Tracy, Jeffrey Gitomer, RIck Grosso

Confidence is contagious. Brian Tracy and Jeffrey Gitomer both teach the importance of speaking with certainty and positive expectation once trust has been earned. When it is clear the solution fits, the assumptive close keeps momentum moving forward.

“The number one reason people don’t buy is because they are not asked.” - Brian Tracy

7. The Takeaway Close

Influencers: Chris Voss, Oren Klaff

This close works by leaning into loss aversion. Chris Voss teaches that people fear losing an opportunity more than they desire new gains. Oren Klaff focuses on shifting the power dynamic so the seller becomes the prize. When the offer is removed, buyers often see its value more clearly.

“When you pull the offer back, the buyer leans forward.” - Oren Kalff

8. The Sharp Angle Close

Influencers: Jeb Blount, Dan Lok

When a buyer asks for something additional, the sharp angle close is the perfect response. Jeb Blount teaches that every concession must be tied to a firm commitment. Dan Lok echoes the same approach. This style keeps both sides aligned and prevents endless negotiation. In short, it looks like this, "If I do this for you, will you agree to buy now?"

“When the prospect asks for something, you ask for something back.”  - Dan Lock

9. The Columbo Close

Influencers: Tom Hopkins

Named after the television detective who always had one more question, this close gives you one last opportunity to understand the true objection. Tom Hopkins popularized this approach. When used with humility and curiosity, the Columbo close often opens the door again. It's also known as the "Doorknob Close or the "Reverse Close" and works well when a prospect seems ready to walk away without buying.

“When they say no, the sale isn’t over. It simply means you don’t yet have enough information.” - Tom Hopkins

10. The Something for Nothing Close

Influencers: Zig Ziglar, Russell Brunson

Buyers love to feel like they received more value than expected. Zig Ziglar emphasized this in his training and Russell Brunson teaches a similar value stacking approach. Adding that little extra benefit often transforms hesitation into confidence.

“Make the offer so valuable they would feel stupid saying no.” - Russell Brunson

Final Thoughts

Every salesperson gravitates toward different closing styles.   Some rely on logic. Some rely on emotion. Some prefer a structured system while others trust instinct and timing.

The most successful closers understand all ten styles and know when to apply the right one at the right moment.

Frequently Asked Questions About Closing Techniques

 For more on selling with confidence and authenticity, visit the Close The Deal Podcast on iTunes.

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