Proven
Closing Techniques
Master these 10 closing techniques to dramatically increase your close rate with financed customers. Each includes word-for-word scripts and proven effectiveness data.
Ready to Apply These Strategies?
Lead with the monthly payment instead of total price. Makes purchases feel manageable.
""This is only $297 per month for 36 months. That's less than $10 a day for something that will transform your business/home/life.""
For any ticket over $3,000. Always convert total price to monthly payments immediately.
- •Show payment before price whenever possible
- •Compare to daily expenses (coffee, lunch, streaming services)
- •Use "only" and "just" to minimize perceived cost
- •Round up slightly to keep numbers clean ($297 vs $296.43)
Create urgency with promotional financing that expires soon.
""We have a special 18 months same-as-cash promotion running through the end of this month. If you can pay it off in 18 months, there's zero interest. After that, the promo won't be available.""
When customer is price-sensitive but has decent credit (680+)
- •Always set a clear deadline (end of month, end of quarter)
- •Emphasize "no interest if paid in full"
- •Show how much they SAVE by acting now
- •Use countdown language ("only 3 days left")
- •LIMIT same-as-cash to 12-18 month terms max
Assume the sale is happening and move to implementation details.
""Great! So when would you like us to schedule the installation? We have openings next Tuesday or Thursday.""
After securing financing approval. Don't ask "Do you want to buy?" - assume they do.
- •Use "when" not "if" in your language
- •Move directly to scheduling/logistics
- •Act as if the decision is already made
- •If they resist, back up and address objections
Emphasize they can get started immediately without cash on hand.
""The best part is you can get started today without any money out of pocket. Your first payment isn't due for 45 days, giving you time to start seeing results before paying anything.""
When customer says "I need to save up" or "I don't have the cash right now"
- •Highlight deferred first payment (most lenders offer this)
- •Emphasize benefits they'll receive before first payment
- •Show how waiting costs them more (lost opportunity)
- •Use "start enjoying immediately" language
Give them two options, both result in a sale.
""Would you prefer the 24-month plan at $425/month with a lower rate, or the 36-month plan at $310/month for better cash flow?""
After approval with multiple term options available
- •Present 2-3 term options with different monthly payments
- •Make both options attractive in different ways
- •Let customer feel in control of decision
- •Recommend the middle option (Goldilocks effect)
Show the gap between current state and future state.
""Right now you're losing $X per month because of [problem]. This investment pays for itself in [timeframe] and then becomes pure profit/savings/benefit.""
For B2B, home improvement, or anything with measurable ROI
- •Calculate specific numbers (dollars saved/earned)
- •Show break-even point clearly
- •Use "investment" not "cost"
- •Emphasize ongoing benefits after payoff
Reference other customers who made the same decision.
""We've helped over 500 customers in your area finance this exact solution. In fact, just last week I worked with [similar business/person] and they're already seeing [results].""
When customer is hesitant or unsure
- •Use specific numbers ("over 500" not "many")
- •Reference similar customers (industry, location, situation)
- •Share success stories and outcomes
- •Show testimonials or reviews if available
Always attempt a cash/credit card close before introducing financing.
""So the total investment is $X. How would you like to handle payment today? We accept all major credit cards, checks, or ACH transfer.""
FIRST - before mentioning financing. If they say no, THEN segue to financing.
- •Present price confidently without flinching
- •Pause and wait for response
- •If they hesitate: "Or we also offer flexible payment plans..."
- •Never assume someone can't afford cash - always ask
Smooth transition from cash close attempt to financing discussion.
""No problem! We work with over 140 different lenders to offer flexible payment plans. Let me show you some options that fit your budget. What monthly payment would be comfortable for you?""
Immediately after customer indicates they can't/won't pay cash
- •Don't make it awkward - be prepared for this
- •Frame financing as a benefit, not a fallback
- •Ask budget question to anchor conversation
- •Show enthusiasm about finding a solution
Leverage the fact that leads are already pre-qualified with credit line available.
""Good news - based on your prequalification, you're already approved for up to $X. This means we can get you started today without any delays.""
When working with prescored leads - mention early in conversation
- •Lead with their pre-approval amount to build excitement
- •Emphasize "already approved" to remove application fear
- •Show that decision is instant, not days of waiting
- •Use urgency: "This prequalification is valid for 48 hours"