Reaching the closing stage of the home buying process may seem like most of the heavy lifting is behind you. You’ve identified the homebuyers’ hot buttons and found a house that perfectly satisfies these desires, adeptly overcome objections, and navigated the sales funnel to bring the final home sale to fruition — almost. While most homebuyers cannot wait to get the paperwork signed and officially become homeowners, others become increasingly apprehensive when making the final decision.
Below, we explore five proven new home sale closing techniques that effectively and efficiently close a new home sale, even for the most indecisive buyers.
Why Is the Closing Process So Important in New Home Sales?
The close is the pivotal moment when a home buyer’s interest becomes commitment. Even when buyers are confident they have found their dream home, tension can still run high. This is the biggest purchase most people will ever make, after all. As a new home sales professional, you must transition the conversation about the home into an agreement seamlessly and confidently.
Start Every Close with These Two Questions
- Have I answered all of your questions today?
- Does everything make sense for you?
By asking these questions you are establishing clarity and reinforcing the trust you have built throughout the home buying process. If you have done your job well and both answers are “yes,” you’ve earned the right to move into the assumptive close.
What Is the Assumptive Close?
The assumptive close is a confident and proactive closing technique in sales that helps move the process forward. When a buyer’s interest is piqued and all questions are answered, you can assume the buyer will buy the home.
A simple, “Let’s get the home off the market by putting together the agreement. How do you spell your last name?” while typing on your computer is often all it takes.
Key Tips for the Assumptive Close
- It should feel slightly premature to you, but initiating the close before the buyer asks is crucial.
- This new home sales closing technique shows confidence, not pressure.
- Move forward smoothly and naturally once you’ve earned the green light.
What If the Buyer Hesitates? Use the Summary Close
If a buyer begins to stall or objects to the assumptive close, you should employ the summary close. This technique restates the buyer's expressed desires and preferences and how a home meets those expectations. Use tie-downs to prompt agreement from the buyer, such as “Didn’t you tell me this model felt perfect for your family?”
Consider this example of summary close script:
“You said this was definitely the area you want to live in, right? Didn’t you tell me this neighborhood seems like it was designed specifically for the lifestyle you want? The XYZ model offers all of the spaces and design features that you wanted most, and you yourself called the large corner homesite #17 ‘perfect for your family.’ So, with all that being exactly what you’re looking for, it makes sense to get this home off the market, right?”
If the buyer agrees, return to the assumptive close once again.
Handling Objections with the Sharp-Angle Close
What Is the Sharp-Angle Close?
If the buyer begins raising last-minute “smokescreen” objections after the summary close, consider using the sharp-angle close, which asks a conditional question (“If I can, would you?”) to help isolate commitment and bring things to a close more efficiently.
Example:
“If I can get confirmation that we’ll be able to add the laundry room cabinets, would you be ready to move forward today?”
If you receive confirmation, begin solving the issue and return to the assumptive close. It’s important to remember not to do anything extra until they say “yes” or give some kind of commitment.
The Alternative Choice Close: Make It Easier to Decide
When a homebuyer oscillates back and forth and is unable to make a solid commitment, even after the sharp-angle close, offer the buyer two or more alternatives to automatically conclude the sale. This is called the alternative choice close and often helps the buyer gain commitment to one of the choices.
Example:
“Are you having trouble deciding between homesite #245 on the corner and homesite #223, which is $2,000 less and in the middle of the street?”
Return to the assumptive close if the buyer confirms they are committed to the corner site.
How to Use the 'I Need to Think About It' Close
The “I need to think about it” new home sales closing technique is designed to uncover the buyer’s true hesitation about the home purchase. Silence is an essential tool in this technique to give the buyer space to respond. Don’t be afraid to sit in silence to discover the source of the buyer’s reluctance.
Example:
“Thank you for your serious consideration. Whenever I say I need to think about it, it normally means one of three things. I’m not really interested and need to politely move on. I may be interested, but I really need to think more about it. I’m definitely interested and just want to be sure. May I ask which one of these is it for you?”
If they say it's the third, move to the Rushing It Close.
The Rushing It Close: When You Know It’s Right
The two goals of the rushing it close are appealing to the buyer’s emotions and confidence and reinforcing the urgency of signing the agreement. Don’t let the name of this closing technique fool you. You are not asking the buyer to rush the buying decision, but if the decision is already made, it's time to rush action. On the buyer’s behalf, you are telling them that they can’t wait.
Example:
“I sit in this seat every day and see different people consider their dreams of living in a new home and specifically considering this community. Sometimes, I can tell it’s right for them, and sometimes it’s clear that it is not. The sparkle in your eyes and the smile on your face tell me that you know this is right for you.
I’m not asking you to rush a decision, but if the decision is already made in your mind, I am asking you to rush to action. And I believe the decision is already made in your mind. So, let’s take this home off the market.”
From there, you can take it back to the assumptive close.
Final Tips to Bring the Close Home
- Use silence wisely—give the buyer space to respond.
- Don’t add new info or incentives until a commitment is clear.
- Maintain forward momentum with every answer.
- Always circle back to the assumptive close once the objection is resolved.
Your Roadmap to Confident Closing
Each of these closing techniques in sales is a step toward efficiently taking a home off the market for your builder. Take time to master the assumptive, summary, sharp-angle, alternative choice, “I need to think about it,” and rushing it techniques during role-playing exercises with colleagues. Doing so will equip you to confidently guide every buyer, resulting in more homes sold.
