The art of closing a deal
Sure there are many ways to close a deal, and you might be a great deal-closer but here are some good examples that I learned in my own experience with dealing with different businesses.
1. Work on connection and trust
Don’t just sell your product or service but work on relationships and build connections and trust.
When you can and if the moment is right, ask your customer about something they enjoy in life, maybe they have a favorite actor, singer, sports club, a place to go on vacation on, their kid’s birthday…
The point is that maybe you can find something in common and you can use that to build relationships and trust.
People tend to do business with people they have a connection to and who they trust.
Build trust and you are on a good way to close the deal faster and easier.
At one not so far business deal I closed, because I know that the man was format basketball player as well as Jordan Bulls fan I said ” Now lets close this deal like Jordan did Jazz in game 7″
And we did. Basketball fans can understand this sentence 😀
I have seen it and experience it by myself way too many times.
People come to the meeting and are talking about their products or service with no emotions.
Get excited about your business. Ok, I understand it can be hard if you don’t like what you do, but find a way to present your business in an exciting way.
If you are not an enthusiastic person by nature then its ok to follow a written script as well.
Smile, always smile
Learn about your prospect and their business so that you can convey your sales pitch with enthusiasm more effectively.
3. Listen before you talk
This one is really simple.
Regardless of your enthusiasm or connection sooner or later you will have to go in “deep” into specifics.
Nobody cares about your sales pitch, they want their problem solved
The best way to position your product or service into the customer’s mind is to listen and listen carefully for “gaps” that your product or service can fix.
Once you understand the problem then you can go in with your sales pitch that you adjusted to make it sound perfect as your customers solution for that problem.
4. Make your client a hero
Everybody wants to be a hero!
Make your client feel like a hero of the day.
People will forget your name but they will never forget how you made them feel
If you present your product or service the way that your client sees and feels that their problem is solved it will make them feel like a hero.
Let’s say you are dealing with middle management and they been given a significant task.
If you give them a tool to solve their problem it will make them feel like a hero entering that next big meeting knowing they have a solution for a big problem they had and apply to fix.
Understand your client and his needs and giving them big value will make them a hero, and that feeling can make a longterm relationship.
5. Go for it
Ask for the sale!
Don’t be shy about it.
Talk to your client as they already agreed to the deal and you just going over it again and just going over reviews and conditions of the deal.
Offer your client 2-3 propositions, so that way you empower them to chose and they don’t feel like they have been sold to but they have bought with purpose
Never assume they will give you Yes before you ask the question.
Now go and get that sale/deal!
Get further, faster!