Close Deals Effectively Today
Find the Decision Maker
Finding the decision-maker is an essential step for qualifying and closing the deal. The sales process starts much earlier, and it is vital to ask the right questions and get quality information from and about your prospect. To get valuable info, you’ll need to talk to the right person, and that is the decision-maker.
If you have a warm relationship with the customer, chances are you will speak with the decision-maker. For companies you haven’t built a relationship with, you might get a meeting with lower-level personnel.
Your contact could be an internal champion, someone that will actually use your product or service, and can advocate your pitch with the decision-maker. This outcome is better than negotiating with someone who is not a decision-maker nor an internal champion.
You can coach your contact to deliver the message to the decision-maker the way you would. But since other people won’t pitch the sale the way you would, try to do whatever you can to set up a meeting with the right person.
Through the series of questions, you will get an insight into the company you’re selling the product and the way they think. With the feedback from the conversation, you should customize the sales pitch to fit the way of thinking and the needs of the prospect.
Create a Sense of Urgency
One of the sales tactics for closing a deal is to make sense of urgency, and don’t mistake it for rushing the buyer.
The keyword is the deadline. If you know the companies deadline for getting the solution/product/service, that could be leverage in the sale process. You could also create a deadline mentality. Creating a tempting offer with timeframe and additional value attached to the time of sale can push the prospect and help in closing the deal.
The essential thing is to let them feel they are in charge and to see the benefit of closing before the deadline. You should offer something free or a discount. Give the prospect another reason why your offer is the best choice right now.
Do Your Research
When you know the company’s core problem, you can start with the sales process. Doing thorough research of your leads is pivotal for closing the deal. The right CRM solution can help you with managing prospects and organizing valuable information.
Not only should you have an in-depth understanding of the product/service you’re selling, but it’s also about knowing how that product is helping the buyer.
Do your research and find out how your prospects work, what are their internal processes, and objectives.
Knowing the company and what bothers them will enable you to customize your pitch and focus it around the features that can solve the biggest pain point of your prospect.
Pitch a Solution, Not a Service
As a salesperson, you know your product/service in detail. You might be proud of specific features that differentiate you from the competition. The problem is, the buyer is probably not interested in your cool features unless it solves their problem.
The catch is in how you translate features into benefits for the prospect. The buyer is interested in how your product can help solve their issues. Will it help solve the problem? How will they achieve goals with the help of your product? How much money/time/effort will it save?
Introduce your offer in a way they can see it as a solution that fits their needs. Don’t try to hassle the buyer with a product that doesn’t work with their workflow or system.
Closing the Deal Techniques
Did you know that it takes four “no” on average before prospects finally say yes to the proposition? That doesn’t mean that all leads will say yes the fifth time you’re trying to close the deal. It is an indication you should not be discouraged with early rejections.
All potential clients are not alike, and there are different closing approaches you can take depending on the negotiation development. Read on for our best tips on how to close that deal. We’ve got seven of them for you to try starting today.
7 Close That Deal Techniques To Try
1. The Assumptive Close
2. Now or Never Close
3. Question Close
4. The Take Away Close
5. The Summary Close
6. The Soft Close
7. Sharp Angle Close
Define Next Steps
- Arrange and finalize the signing of the contract and resolve all the paperwork.
- Provide your new customer with plans on implementation or delivery
- Set up a meeting with key stakeholders with the customer and arrange the transition/delivery/implementation process
- Follow up on your customer and ask for referrals. A happy customer is one of the greatest assets and nurtures them after closing the deal. A sales team can utilize sales pipeline enablement software to follow up on satisfied customers.