“The deal is actually closed before the deal happens” – Raymond Gunn
How to close a deal effectively? This is the question many sales consultants are actually concerned for.
A deal has many parts like understanding the mindset of a future buyer, seeding the idea in the prospect’s mind to finally closing it.
You must start with helping the prospect to identify his/her needs and then demonstrate how your product or service can be the best solution to address those.
There are ways to be a better closer and actually seal the deal. Here are some excellent ways to close a deal in a better manner.
1. Know Your Competition
First thing is first. You must know everything about your competitors to close a deal faster. Knowing the areas you are better than your competitor will help you to make a better sales approach.
2. Do Your Research
Research as much as you can to know your prospect customers. It doesn’t make any sense to blindly go in a meeting. Analyze everything about the customer to tailor your approach accordingly.
3. Identify the Decision Makers
Whatever industry you are in, identifying the decision makers always leads to a quick close. Try to fix a meeting directly with the person to discuss the exact needs and make a deal.
4. Provide an Effective Presentation
Prepare really well for your sales presentation to make a mark in the client’s mindset. Map the product/ service with the buyer’s needs and create a visual picture of how it will address those needs. Also, provide your proposal in writing to make it look more professional.
5. Be the Best Listener
Always try to be the best listener, you can be. Listening builds deep trust and a sense of bonding. It broadens your perspective and helps to see the new angles of the customer’s concerns.
6. Ask Questions
If your prospect is not willing to close, ask questions to figure out what’s wrong. Whether it is the price point, the trust factor or anything else, if you can know what’s holding them back, you will be able to resolve the issues better.
7. Communicate your Points Clearly and Be Real
The customer can always sense whether you are being real or not. So don’t trick and present the actual picture of your offering. Also make sure to make eye contact and communicate your views clearly.
8. Use Humor
Try to use humor in your discussions to give a feeling of comfort to your future customer. It also helps you to build a trust factor in his/ her mind.
9. Address the Concerns
The client might have many questions and concerns regarding your product. Know them properly and address with compassion.
10. Develop a Relationship
Developing a relationship goes a long way in making a deal. Try to build a rapport with the client from the first meeting itself. Show empathy regarding his/ her needs and map them with your product.
11. Use the Magic Phrases
Using the right phrases helps the customer to make a decision faster. Use your words wisely and try to move the deal in a positive direction.
12. Offer Freebies
Who doesn’t love freebies? Check if you can provide some discount or throw in some free stuff. It doesn’t have to be much expensive, but they will feel that you are offering a fair deal. It’s a win-win situation for both of you.
13. Create a Sense of Urgency
Creating a sense of urgency always works wonders. Attach a deadline to your offer, whether it’s a discount or some freebies. It makes the customer to feel they are going to lose a lucrative offer, if the decision is not taken at the right time.
14. Provide Evidence
Everyone likes to see the proofs. Share success stories, cite references and if possible, name a few big shot clients, whom you have earlier worked for. Offering proofs has a direct connection with deal making decisions.
15. Keep Persistence
Being persistent is a much needed skill for a sales consultant. Understand that every customer is different and the sales cycle can be longer many a times. Always keep patience and make attempts in regular intervals, but off course without being aggressive.
Show strong motivation and confidence in yourself to make an impact. Watch what you say and stop trying to close. Ask if any other help is needed and if required, reposition your negotiation strategy to make it a deal. However, your job is not done, even after the client says, ‘Yes’. Go beyond a verbal affirmation and get it in writing.