The Art of Closing the Deal
Finding a potential client, turning them into a qualified lead and moving forward to your sale is part of the conversion funnel of every business strategy. But in the end, you are working with people, quite different from figures that can be understood by a simple diagram. Closing the deal is as important as finding or nurturing that lead since the negotiation process implies much more than just offering a product or service to your customer.
Nobody trusts the salesperson that can convince you to buy almost anything. Nowadays, people tend to follow what they believe will suit their needs in terms of delivery, business and even personal interests. Some of these tips might be useful when closing the deal and upselling those leads!
Be relatable, approachable and real
Building trust with your client is a fundamental aspect of closing a deal, and this is based not just in the reliability and background of their work, but also in your personal interactions. By being relatable, and close to the client they tend to empathize with you an this leads to a closer relationship, which will turn into more positive return. Be honest as sometimes that honesty is going to be the foundation of the trust and loyalty they need from you.
Look out for competitors
Do some benchmarking on your competitors and visualize your added value and what sets you apart from them. Sometimes by just looking around we can identify what others are doing better and apply that to our business instead of letting them take over our potential clients and accounts. Do not fret, as others might outperform you, but it’s important to have a perspective over possible losses and warnings to keep the pace of negotiations. It’s all about learning in advance about the timing or business rivals you might encounter.
Get to know your client (on the inside)
Engaging with the client does not only grant you more business possibilities but also helps you map out the structure of your client’s companies. Even if you are properly oriented, you should always have the vision of how the validation workflow develops and who is the person with the final word on the matter. Even if we are in great terms with our clients and develop a strong relationship, sometimes the decision maker is not our point of contact, and this can slow down or take down a negotiation. Try to identify the key player within the organization so you can develop better relationships with them
Have the clock on your side, but be patient.
In closing a deal, it is important to play the long game, and help your client achieve a better business outcome by providing long term solutions, or services that can add value in the long run. Most likely you will provide value if you are offering scalable solutions or services, and this may take a bit longer to close. Be patient as most business deals that take time also tend to be worth much more than smaller deals. Sometimes the total sum is more than just adding all the parts together.