In partnership with
This is about actually closing the deal – and Zig makes it clear that most salespeople lose sales simply because they never ask for them.
Want to get the most out of ChatGPT?
ChatGPT is a superpower if you know how to use it correctly.
Discover how HubSpot's guide to AI can elevate both your productivity and creativity to get more things done.
Learn to automate tasks, enhance decision-making, and foster innovation with the power of AI.
Here's the truth bomb: after doing all the work of building trust, asking questions, presenting solutions, and handling objections, tons of salespeople just... stop. They wait for the buyer to say "okay, I'll take it." But that almost never happens. You have to ask for the sale. Period.
Zig teaches that closing isn't some manipulative trick. It's a natural conclusion to a conversation where you've genuinely helped someone. If you've done your job right up to this point, asking for the sale should feel easy, not awkward.
He also breaks down different closing techniques – not to be slick, but to give you options depending on the situation. Some buyers need a direct ask. Others need choices. Some need a little nudge about timing. You've got to read the room.
Key Takeaways:
If you don't ask for the sale, you probably won't get it
Closing is natural when you've built value throughout the process
Silence after asking is powerful – don't talk yourself out of a sale
Assumptive language works: "When we get started" not "If you decide"
Give them a choice between yes and yes, not yes and no
Trial closes throughout help you gauge where they're at
Confidence matters – if you're unsure, they'll be unsure
Your Action Plan:
First, practice your closing questions out loud. Simple ones like "Does this sound like what you need?" or "Are you ready to move forward?" Say them until they feel natural coming out of your mouth.
Second, use trial closes during your presentation. These are little check-ins like "How does that sound so far?" or "Can you see this working for your team?" They help you measure interest without going for the full close yet.
Third, after you ask for the sale, stop talking. This is hard, but crucial. Ask your closing question, then count to ten in your head. Let them process. The first person who speaks usually loses. Don't fill the silence with nervous chatter that gives them an out.
The big takeaway? You've earned the right to ask if you've done everything else correctly. Closing isn't pushy when you've genuinely helped someone see how you can solve their problem. It's just the next logical step.
Ask with confidence. Then shut up and wait.