Tips for Closing the Deal

1) As with anything, whether you’re playing a sport or making a sale, practice makes perfect. Role-play with coworkers to work out any kinks or inhibitions you have. This includes delivery, as well as any questions you may be asked since you need to have confidence in your answers. You don’t want to enter a potential buyer’s office without being well-prepared.

Questions are key, and the right questions will make the difference. Here are a few examples of some good questions which you can modify to fit your needs.

• How are you taking advantage of your product or service to grow your business?
• How much is your product or service impacting growth?
• How are your customers taking advantage of your product or service?
• How is your present supplier making your business grow?

2) Generally, you want to be the last person they meet with, so ask to meet with them last. This will keep you from hearing the dreaded, “We still have a few other people to meet.” If you’re the last in line, you’re proposal is fresh on their minds and you can ask what kind of other offers have been made to them.

3) Getting across the need of your product is very important. However, you don’t want to force it on them. Ask the client what their needs are and tie those needs to your product. Use an open-ended, thought provoking question that uncovers how the client could use what you’re selling. This will give you some insight on their present situation and their requirements.

4) You can’t cater to the client unless you get some feedback from them. Ask what they like and dislike about what you are offering. This will guide you on where to focus the attention of what you’re selling, and letting you know what aspects they’re uncomfortable with so you can quell those fears.

5) Also, be sure not to focus on just one aspect of your product or service. Company, delivery, financing and customer service support go a long way in selling a product, so sell the entire package.

6) Knowing when to close is important to keep the ball moving. You want to recognize a couple of signs such as seeing an acceptable solution is on the table, the other party wishes to close, a deadline is approaching, and all of the negotiation points have been met. There’s no easier way to seeing these signs than to ask if your counterpart is prepared to accept and agree to your terms.

7) Remember that every objection your counterpart has to your proposal is really an opportunity to negotiate, bringing you closer to closing the deal. Objections are merely concerns about an aspect of what you’re proposing that you need to allay. Good closers find solutions. Come to the negotiating table with the initiative of providing solutions.

8) Above all else, remember to carry out your end of the deal in an ethical, timely, and honest manner at all times.