Episode #326: Asking For The Business In Sales

Why do “typical closes” still matter in modern sales?

Many sales podcasts and experts claim classic closing lines are outdated or even insulting. But the truth is more nuanced: these closes can still work well today—when they’re delivered in a way that fits the buyer’s context and culture. In other words, the technique isn’t dead; bad timing and poor delivery are.

When the earlier stages of your sales cycle are done properly, a close becomes a natural next step rather than a pushy ending. The close succeeds because of everything that came before it.
Mini-summary: Typical closes are not automatically outdated; they succeed or fail based on context and delivery.

A close only works if the foundation is already solid. Before asking for commitment, you should be sure you have:

1. Built real trust with the buyer.

2. Matched their communication style.

   • Are they direct and fast-moving?

   • Or do they want relationship-building first?

3. Asked deep enough questions to uncover real needs.

   • Buyers often hold back key information early on.

4. Explained your solution in their language.

   • They should clearly see how it fits their situation.

5. Handled objections fully.

   • Doubts unresolved = deals stalled.

If any of these are missing, the buyer won’t feel safe saying “yes,” no matter how clever your close is.
Mini-summary: A close only works after trust, needs discovery, solution fit, and objection handling are complete.

Some buyers prefer speed, clarity, and efficiency. With these clients, a straightforward close is best:

• Example: “Shall we go ahead?”

This works because these buyers don’t want extra ceremony. They value momentum, and they won’t be offended by directness—assuming trust already exists.
Mini-summary: Direct buyers respond best to direct closes that move things forward quickly.

If the buyer prefers warmth, time, and relationship, pushing for an immediate “yes” can feel uncomfortable. Instead, use a future-decision close such as the alternative choice close:

• Example:
  “I know that planning and coordination within your firm are both important aspects of why you are so successful as a business, so to help me serve you properly, would you like to start next month or would the month after that be better for you?”

Two keys make this work:

1. You link it to their values (planning, coordination, success).

2. Your tone is service-oriented, not commission-oriented.

You’re not pushing your timeline—you’re supporting theirs.
Mini-summary: Relationship-focused buyers prefer closes that feel thoughtful, contextual, and patient.

A soft approach is to ask about a detail they must decide after purchasing:

• Example:
  “I notice that there is quite a push from the Government to move things across from paper to digital formats. This digitisation policy varies quite a bit amongst our clients. In this regard, would you prefer paper or if we send you a digital invoice, will that satisfy the accounting team in your firm?”

Whatever they choose, their answer assumes they’re buying.
Important: Your tone should not shift when closing. If you suddenly sound tense or “salesy,” even a soft close becomes hard.

Mini-summary: Asking about a post-purchase detail helps buyers say yes without feeling pushed.

Deadline closes often fail because they feel manipulative. The fix is framing:

• Example:
  “Head Office has been very helpful to us here in Japan by making a discount available on the purchase, if it takes place before the end of next month. Normally, they don’t do many discount offers, so this is a rather rare occasion. It does however provide a nice 15% discount on the purchase and the deadline still has a couple of weeks to run before they withdraw the offer. Do you think that the leadership team would like to enjoy the discount before it disappears and make the agreement before the cut off date?”

This works because you:

• Provide an external reason (Head Office).

• Emphasize rarity and fairness.

• Keep the buyer’s benefit front and center.

Mini-summary: Deadline closes work when framed as helpful context, not a threat.

How do you use the “last one in stock” close ethically?

This close feels dodgy if you sound like you’re faking scarcity. But if scarcity is real, and you explain it clearly, it can be both honest and useful:

• Example:
  “Demand for our widget has actually been surprisingly stronger than expected… If we can make a decision fairly soon, I am positive I can guarantee supply… Are your procurement team in a position to make a decision fairly soon in order to secure supply?”

You’re not saying “buy now or else.”
You’re saying “here’s a real operational risk we can help you avoid.”

Mini-summary: Scarcity closes are fine if the scarcity is real and explained in a buyer-benefit way.

Why are soft-sell closes especially effective in Japan?

Japan often favors harmony, logic, and trust over aggressive persuasion. Soft-sell closes fit naturally because they:

• Respect the buyer’s decision process.

• Emphasize reasoning over pressure.

• Feel culturally appropriate for Japanese firms (日本企業 / Japanese companies) and multinationals (外資系企業 / gaishikei kigyō, multinational companies).

In short: the close should feel like the next logical step, not the final trap.

Mini-summary: Soft-sell closing is highly aligned with Japanese business culture.

• Classic closes aren’t outdated; bad delivery and weak preparation are.

• Trust and needs discovery determine whether a close lands.

• Soft closes—alternative choice, small-decision, deadline framing—work especially well in Japan.

• The buyer’s culture and style should shape how you ask, not whether you ask.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.