{"id":90368,"date":"2023-01-27T14:41:00","date_gmt":"2023-01-27T18:41:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=90368"},"modified":"2026-04-23T12:04:21","modified_gmt":"2026-04-23T16:04:21","slug":"closing-the-deal-in-sales","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/closing-the-deal-in-sales\/","title":{"rendered":"Closing the Deal in Sales, Even if They Say No"},"content":{"rendered":"\n

Want some tips for closing the deal in sales? How can you best handle a “yes” or “no” response from your client?<\/p>\n\n\n\n

In Exactly What to Say, <\/em>business expert Phil M. Jones <\/em>describes how to improve your business<\/a> interactions by using key phrases that appeal to your listener\u2019s subconscious mind<\/a>. He offers tips for closing the deal in sales, telling you what to say to capitalize on a “no” or “yes.”<\/p>\n\n\n\n

Read on to learn Jones’s advice for closing the deal in sales, regardless of the customer’s ultimate response.<\/p>\n\n\n\n\n\n\n\n

Closing the Deal in Sales<\/h2>\n\n\n\n

Phil M. Jones is an author and business expert who wrote Exactly What to Say<\/em> to explain how using his key phrases helps you appeal to the customer\u2019s subconscious mind, gain the upper hand in conversations, and increase your chances of making a sale<\/a> when it’s time to close the deal. Jones\u2019s advice is geared toward business interactions, but he notes that the principles are transferable across many industries and contexts. In this article, we’ll explain Jones\u2019s advice for closing the deal in sales so that you can end on a strong note after the customer makes a decision<\/strong>. These key phrases help you get a downsell if a prospective customer says no and help you get a referral if someone says yes. <\/p>\n\n\n\n

Offer a Downsell After a Rejection<\/h3>\n\n\n\n

To close the deal when a customer says no, Jones encourages using the phrase \u201cJust one more thing\u2026\u201d<\/strong> to achieve a downsell on the sale, or the next best offer after the first deal you tried to make. Instead of walking away from the conversation with nothing, this phrase creates an opportunity to get something<\/em><\/strong>, even if it wasn\u2019t your original goal. <\/p>\n\n\n\n

For example, if you offer someone an expensive new software, and they reject it, you could say, \u201cOkay, just one more thing. I have a free version of this software that also works really well. Would you be interested in trying that?\u201d By closing the deal with a downsell, you make the sale and conversation worthwhile. <\/p>\n\n\n\n

\u201cJust One More Thing\u2026\u201d as a Strategy for the Primary Sale<\/strong>

Jones describes the downsell as a last resort in a business transaction, but his phrase \u201cJust one more thing\u2026\u201d could also be part of the persuasion strategy<\/a> for the primary sales goal. 

Robert Cialdini\u2019s Influence<\/em><\/a> explains how to use this \u201crejection-then-retreat\u201d tactic<\/a> to get customers to agree to a second offer by intentionally making an initial offer that the customer will reject. When you make a concession by asking for less the second time, the customer feels obligated to match the concession by making the purchase. They also feel more committed to making a purchase because they perceive your offer as a hard-earned concession, and they presumably don\u2019t want this effort to be wasted. 

To illustrate this strategy using Jones\u2019s phrase, you could offer to sell a customer a car that costs $50,000, knowing that it\u2019s too expensive for them. When they say no, you could say,
\u201cOkay. Just one more thing\u2013I have another great car that only costs $30,000, if you\u2019d like to look at that.\u201d Even if the second car was your intended sale from the beginning, framing it as a downsell makes the customer more likely to buy it because it\u2019s a relatively <\/em>smaller request.  <\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

Turn Gratitude Into a Referral<\/h3>\n\n\n\n

If you’re closing the deal on a positive note by making a sale, Jones advises you to capitalize on a customer\u2019s positive response by turning their gratitude into an opportunity to get a referral (getting your customer to recommend you to other people). He suggests that you use the phrase, \u201cCould I ask a small favor?\u201d<\/strong> <\/p>\n\n\n\n

When you make a deal and close the sale, the customer will often say thank you, and according to Jones, their gratitude is accompanied by a sense of indebtedness. Therefore, when a customer says, \u201cThanks so much for this new product, I\u2019m really excited about it,\u201d you could reply, \u201cYou\u2019re most welcome! Also, could I ask a small favor? Would you be willing to give my business card to a couple of friends who might also be interested in the product?\u201d The customer would likely feel rude rejecting your request right after they expressed appreciation for you because they feel obligated to return the favor.  <\/p>\n\n\n\n

Jones\u2019s Phrases Draw on the Reciprocity Principle<\/a><\/strong>

The request for a small favor and the downsell tactic both align with the Reciprocity Principle described in Robert Cialdini\u2019s Influence<\/em><\/a>. <\/em>The Reciprocity Principle claims that people instinctively want to repay others when they receive something good<\/a>. For example, when you use the phrase, \u201cJust one more thing\u2026\u201d followed by a smaller request, the customer wants to repay you for the apparent concession. The question \u201cCould I ask a small favor?\u201d relies on the customer\u2019s desire to repay you<\/em> for selling them<\/em> a product. Cialdini explains that reciprocity evolved as an important trait in humans because it created strong social bonds in communities and increased their chance of survival<\/a>.\u00a0

In addition to capitalizing on a final response from a customer, the Reciprocity Principle also applies to overcoming objections in a sales conversation<\/a>. For example, Jones\u2019s recommended sentence structure \u201cIf I can\u2026, then will you\u2026\u201d appeals to the customer\u2019s sense of reciprocity because you are giving them something and asking for something in return.\u00a0<\/td><\/tr><\/tbody><\/table><\/figure>\n","protected":false},"excerpt":{"rendered":"

Want some tips for closing the deal in sales? How can you best handle a “yes” or “no” response from your client? In Exactly What to Say, business expert Phil M. Jones describes how to improve your business interactions by using key phrases that appeal to your listener\u2019s subconscious mind. He offers tips for closing the deal in sales, telling you what to say to capitalize on a “no” or “yes.” Read on to learn Jones’s advice for closing the deal in sales, regardless of the customer’s ultimate response.<\/p>\n","protected":false},"author":19,"featured_media":8542,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45,34,103],"tags":[881],"class_list":["post-90368","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-communication","category-sales","tag-exactly-what-to-say","","tg-column-two"],"yoast_head":"\nClosing the Deal in Sales, Even if They Say No - Shortform Books<\/title>\n<meta name=\"description\" content=\"What's the best method for closing the deal in sales? 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