5 Closing Techniques to Get Clients to Place Orders Faster

In international trade, it’s very common that a client is satisfied with the samples but still delays placing the order. At this stage, many salespeople simply ask: “Have you made a decision yet?”

However, this approach often receives no reply because the client hasn’t been truly motivated to make a decision.

Closing a deal is not about pushing the client aggressively—it’s about using the right strategy to help the client make a decision.

Below are five practical closing techniques, especially useful during the stage after the sample has been approved.



1. Create Scarcity and Urgency

When the client already accepts the product and price but hesitates to place the order, you can create a reasonable sense of urgency using factors such as limited inventory, production schedules, or peak season demand.
People are naturally more sensitive to opportunities that might soon disappear.

Core logic:
Limited inventory + limited production schedule + ordering now secures resources.

Business English example:
Hi XXX,

Regarding the curtain fabric you selected, we recently received several additional orders from European clients, and the remaining stock of this fabric is now quite limited.

If the current stock is used up, the next production batch will be scheduled around [Month], which may extend the delivery time by X weeks.

If you could confirm the order and arrange the deposit within this week, I can reserve the existing fabric for your order and keep the original delivery schedule.

Please let me know your thoughts.

2. Assume the Sale
 
Instead of repeatedly asking whether the client will buy, move directly into post-order details and guide the client naturally into the purchasing process.

Core logic:
Act as if the cooperation is already decided → discuss quantity, PI, delivery time, etc.

Business English example:

Hi XXX,
I'm glad to hear that you are satisfied with the sample quality. It seems that Model XX meets your requirements well.

For the initial order, shall we proceed with the 1,000 pcs quantity we discussed earlier?

I can prepare the Proforma Invoice (PI) for your confirmation and arrange material preparation immediately after approval to ensure shipment before [date].

Would it be convenient for you to review and confirm the PI today or tomorrow?

3. Give the Client Options

Many clients hesitate when faced with a “buy or not buy” decision. However, if you present two clear options, they are more likely to make a choice.

Core logic:
Avoid Yes/No questions → provide Plan A / Plan B.

Business English examples:

Payment Terms

Hi XXX,
Regarding the payment terms, which option would you prefer for the first order:

Option A: 30% deposit + 70% balance against copy of B/L (T/T)

Option B: L/C at sight

Once I know your preference, I will prepare the contract accordingly.

Shipping Port

Also, for the first shipment, would you prefer delivery to Port XX or Port XX? This will help us arrange the booking and inland logistics in advance.

4. Offer Added Value to Facilitate the Deal

Clients don’t always focus solely on price. Additional services or special support can often help move the deal forward.

The key is to let the client feel that this support is specially applied for this cooperation.

Core logic:
Limited-time benefit + exclusive support.

Business English example:

Hi XXX,
Thank you for your patience during our discussions. To support the start of our first cooperation, I can apply for a special offer for your order.

If you can confirm the order and pay the deposit before this Friday, I can specially apply for you:

a free upgrade to XX packaging / an additional X% spare items / coverage of XX local port charges / priority inspection arrangement.

5. Remind the Client of Their Sunk Cost

Sometimes clients don’t reject the deal—they simply keep delaying it. In this situation, it can be effective to remind them of the time, effort, and market opportunities already invested.

Core logic:
Highlight the risk of delay + the benefits of ordering now.

Business English example:

Hi XXX,
We have been communicating for quite some time, and you have also spent considerable time evaluating the samples and the proposal. I believe you recognize our professionalism and the quality of our products.

In fact, the earlier you place the order, the sooner you can benefit from the product, solve your current XX issue, or gain an advantage in the market.

If the decision is further delayed, there may be potential risks, such as increased logistics costs during the peak season or actions from competitors.

May I ask if there is any specific issue that is preventing you from making the decision at this moment?