From being in this business for over 35 years and being in 16,000 homes here are four common mistakes in closing that I see sales people make over and over that cost them a lot of money. Please watch until the end to see all four.

Closing is about asking questions. I remember when I first started sales somebody told me that and it sort of but really didn’t make sense. After being in over 16,000 homes most of which are a one-call close I get it now. You are not telling people to do things in the close but asking them questions.

They want your product, see its value, and you have made it affordable. Their questions are answered, yet they are still hesitating. They’re not saying yes or no—they're on the edge.

When working in home sales, one common objection you’ll encounter during closing is, “That’s too much money.” What does this mean, and how should you handle it?

To close a sale successfully, the customer must be in the right mindset. If they’re ready to commit, you’ll face fewer objections and find closing much easier. Let’s discuss why this works and what mistakes to avoid to improve your in-home sales closing techniques.

After spending 35 years in this business and personally visiting over 16,000 homes, the most common phrase I hear at the end of sales presentations is, "I need to think about it." In this guide on in-home sales objection handling, we’ll explore the two main reasons customers say this and how to respond effectively. Understanding these reasons will help you turn a potential "no" into a "yes."

One of the most effective techniques for home improvement sales closing is mastering the use of silence. Silence is the only type of pressure a professional salesperson should apply. However, for new salespeople or those unfamiliar with it, silence can feel awkward for both you and the customer. Despite this discomfort, it’s a powerful tool, as customers often fill the silence by talking, which can reveal valuable insights or objections.

When it comes to closing sales, it’s not just about the final moment. Many salespeople ask, "How can I become a better closer?" But the reality is, closing becomes easier when the customer genuinely wants the product. In fact, the more they want it, the less you need to rely on closing techniques.

Closing a sale tips for when the customer says they need to get 3 estimates before they will buy.

The key to closing is to be able to isolate the sales objection to value or affordability. We will discuss the reasoning behind that and something that a lot of people miss when they do this.

One of the most essential home improvement sales closing techniques you need to master in a one-call close, or in most sales situations, is how to confidently ask for the order.