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Negotiations to close a contract or sale are difficult in any language. If you push too hard, you risk intimidating your counterpart, but if you are too passive, the sale may not materialize. Conducting negotiations in another language and succeeding adds an additional challenge, but it is not impossible. Here are some linguistic tips on how to close a contract in English and achieve the desired result.

• Engage the client by focusing entirely on them. Therefore, use “you” rather than impersonal formulas, and it is better to avoid focusing on your own thoughts or feelings. Starting by adopting the client’s point of view will immediately capture their attention and ensure they are focused on what you are about to say. For example, say “you will see what an advantageous solution ours is” rather than “we are generally told it is an advantageous solution.”
• Be prepared to present tangible evidence of what you are saying. When we buy something, we tend to look for “proof” that we have chosen well. In the context of a sale or contract, evidence could be testimonials from other clients or online reviews. Perhaps you could have data demonstrating the strengths of a product or the advantage your counterpart would have in working with you. Although words can be persuasive, in most cases it is also essential that they be confirmed by concrete evidence.
• Ask questions to understand what potential concerns might be. The simplest way to ensure closing a contract is to quickly understand what the blocking factor might be. You could ask, for example, why there are hesitations or what is preventing the transaction from closing. Make sure to listen carefully to the answers you receive, because they will indicate which difficulties you need to overcome to close. If you ask questions but do not carefully listen to the messages conveyed by the answers, the other party will likely feel frustrated.
• Ensure that your counterpart has the perception of having concluded an excellent deal. Incentives can reinforce this impression or even lead us to think we are facing a unique opportunity not to be missed. This could be a complimentary item or a discount available only if the sale or contract is closed that same day. Time-limited extra offers put a bit of pressure that could help you achieve the desired result, provided they are attractive.
• Be prepared to negotiate and compromise. It is not just about closing a single sale; it is about giving the client the opportunity to get what they want and potentially return to you in the future. To make this happen, you will need to be prepared to negotiate and make concessions. You may not get exactly what you had in mind, but perhaps something even better.

These are just a few practical tips you can use to close a deal in English.

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