6 Unconventional Closing Techniques that Consistently Deliver Results
Discover unconventional closing techniques that have been proven to deliver results, as shared by industry experts. This article delves into strategies like strategic silence and reverse closing, providing a fresh perspective on sealing a deal. Gain the advantage in negotiations with the expert-backed insights and tactics discussed within.
- Let Them Say No First
- Use Strategic Silence in Negotiations
- Reverse Close: Give Permission to Walk Away
- Ask Why It Wouldn't Work for Them
- Assume the Sale with Logistical Questions
- Flip the Script: Ask Their Ideal Outcome
Let Them Say No First
One unconventional negotiation tactic that's worked really well for me is letting the other person say "no" first. Instead of pushing hard for a "yes" upfront, I frame the conversation in a way that makes it easy for them to reject a bad deal—but also keeps the door open for collaboration.
For example, instead of saying, "Would you be open to this pricing?", I might say, "Would it be completely out of the question for us to find a middle ground at this price?" This subtle shift makes the other person feel in control, which lowers their defenses. Surprisingly, I've found that when people feel comfortable saying "no," they're actually more open to continuing the conversation—and we almost always find a win-win solution.
Another tactic I love is anchoring with a slightly extreme offer—not in a way that feels unreasonable, but just enough to make my actual goal feel like a fair middle ground. For instance, if I want to close a deal at $5,000, I might initially float a higher number, say $6,500, knowing that when I come down to $5,000, it feels like a concession rather than my original target.
These strategies have helped me close deals faster and on better terms—because instead of a tense back-and-forth, the negotiation feels like a natural, collaborative discussion.
Use Strategic Silence in Negotiations
As the Founder and CEO of Zapiy.com, I've been in my fair share of high-stakes negotiations, and one unconventional tactic that has worked surprisingly well is strategic silence. Most people feel uncomfortable with pauses in conversation, especially during negotiations. Instead of rushing to fill the silence, I intentionally let it sit after making a key point or presenting an offer. More often than not, the other party speaks first—sometimes revealing insights, reconsidering their position, or even offering a better deal than expected.
Another approach I've used successfully is flipping the perspective—instead of pushing for my preferred terms outright, I ask the other party, "If you were in my position, how would you structure this deal?" This gets them thinking about fairness from both sides and often leads to a win-win solution rather than a drawn-out back-and-forth.
Finally, I always make an effort to build genuine rapport before diving into numbers. People negotiate with people, not just companies, so if there's a way to connect on a human level—whether it's a shared interest or a simple acknowledgment of their challenges—it goes a long way in creating goodwill and flexibility in the negotiation process.
At the end of the day, great negotiations aren't just about getting what you want—they're about creating a foundation for long-term, mutually beneficial relationships.
Reverse Close: Give Permission to Walk Away
One unconventional closing technique that has worked incredibly well for my team is the "reverse close." Instead of pushing a buyer to decide, we take a step back and give them permission to walk away. When a client hesitates, we'll say, "Look, if this house isn't the one, that's completely okay. There's no pressure here. We can keep looking until you feel 100% sure." This approach flips the usual sales dynamic. Instead of feeling pushed, the client feels in control, and ironically, that's often when they realize they don't want to lose the home.
This works best when a buyer is clearly interested but struggling with last-minute doubts. Maybe they're nervous about making a big commitment or wondering if something better will come along. By removing the pressure, we help them focus on what they truly want rather than getting stuck in indecision. More often than not, they come back with renewed confidence, ready to move forward. It's a simple technique, but it builds trust, makes clients feel heard, and ultimately leads to stronger, more confident decisions--exactly what we want for them.
Ask Why It Wouldn't Work for Them
One unconventional closing technique that has consistently delivered results is the "reverse close"--where instead of pushing the sale, I ask, "Is there any reason this wouldn't work for you?" In addition to shifting the prospect's mindset from hesitation to justification, this approach invites them to articulate objections openly. Furthermore, it positions the conversation as collaborative rather than transactional. This method is most effective when a prospect shows interest but remains indecisive, helping to uncover and resolve final concerns.
Assume the Sale with Logistical Questions
One unconventional closing technique that has consistently yielded positive results for my team is the 'assumptive close,' where we assume the prospect is ready to move forward, rather than waiting for them to explicitly say yes. Instead of focusing on the final 'decision,' we ask questions like, "When would you like to start implementing this?" or "How soon can we get this process started?" This subtly shifts the conversation from decision-making to logistics, making the prospect feel like they're already on board.
We've found this to be most effective in situations where there's already been a lot of back-and-forth and the prospect has shown interest but hasn't fully committed yet. It works especially well in consultative selling, where the prospect has been involved in the process and has received value upfront. By making the close feel natural, we take the pressure off the prospect and make the transition from discussion to agreement feel seamless. This technique builds confidence and trust, signaling that we believe in the product and are ready to deliver.
Flip the Script: Ask Their Ideal Outcome
One tactic I've found surprisingly effective is to flip the script at the outset.
Rather than starting with your own set of demands, ask your counterpart what their ideal outcome looks like. It may seem counterintuitive, but this approach does a couple of things.
First, it forces both parties to step away from entrenched positions, and second, it opens the door for creative, mutually beneficial solutions.
