5 Psychological Tricks to Close Big Deals

(That Actually Work in 2025)

Photo by Austin Distel on Unsplash

Five psychological triggers consistently work. Here’s the playbook most sales trainers won’t share.

1. The Reverse Urgency Trigger

Forget artificial deadlines. Here’s what creates urgency:

The Pattern:

• Show you’re at capacity
• Mention other interested clients
• Have a waiting list
• Be genuinely busy

Real example: “We’re closing new client intake next month to focus on existing customers. But I might be able to squeeze you in if…”

Result: Closed $180K deal in 48 hours.

2. The Strategic Silence

Most salespeople talk too much. Here’s the science of silence:

Photo by Markus Spiske on Unsplash

The 7-Second Rule:

• Make your point
• Count to 7 silently
• Watch what happens
• Let them break the silence