14 min
Ultimate Guide To Close The Deal (+ 10 Examples of Closing Statements) Selling Made Simple And Salesman Podcast
-
- Management
You’re familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don’t end up closing it.
Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter.
Why is this happening? Where are you going wrong? What can you do to close the deal?
To close deals successfully, you need to understand the other person’s goals, make a compelling offer, and overcome objections. Then, once you determine a mutually beneficial proposal, you have to figure out the right time to ask and use the best technique to close the deal.
Close the Deal Meaning
Closing a deal is a term sales professionals use to describe a situation where they bring negotiations to an end by reaching an agreement with their prospect. It’s the very moment when a prospect decides to make the purchase. Closing deals is a very nerve-wracking process for sales reps since they are left exposed to the chance of rejection from the prospect.
Selling Made Simple Two-Step Technique For Closing A Deal
At Salesman.org, we use a two-step process to help sales reps close a deal. Don’t worry; it’s straightforward and highly effective!
Step 1 — Ask: “Does It Make Sense To… “
This will help you determine whether the customer needs more help to understand how your solution can benefit them. For instance, you can ask, “We’ve been through our automation capabilities. Does it make sense to sign you up into our system so we can start working together? ”
That’s it.
Next, you wait for the prospect’s answer. If the prospect says yes, congratulations! You can send over the necessary paperwork to get them on board.
If they say “No,” don’t lose hope. Move on to Step 2.
Step 2 — Ask: “What Needs To Happen To Move Things Forward”
As a sales professional, you’ll always find yourself hearing, “No. “It can happen again when you ask the question in Step 1. So the next step in the process is to figure out how to take things forward despite the initial rejection.
Ask the second question: “What needs to happen to move things forward? “This will encourage the buyer to tell you why they haven’t agreed and what you can do next to get the deal done. No brainstorming or contemplating alternative scenarios is needed on your part!
The prospect may want a formal proposal outlining everything you discussed with them orally. Or a copy of the contract to send it off to the legal team before giving the final sign-off. Whatever the reason, you’ll hear it directly from the horse’s (the prospect’s) mouth.
Additionally, you should be closing deals throughout the sales process, and not just at the end of it. For instance, you can apply this methodology at the end of every sales call.
* “Does it make sense to discuss if you are a good fit together? “
* “Does it make sense to check whether you have the budget before we need to move things forward? “
* “Does it make sense to hold a formal meeting to discuss how the product can benefit your organization?”
… you get the drift.
Following this simple process will push the sales forward, helping you get that verbal agreement from the prospect that they genuinely want to progress with the deal.
More Tips To Help You Seal the Deal
Here are a few extra tips to help you understand how to close the deal over the phone or cl...
You’re familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don’t end up closing it.
Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter.
Why is this happening? Where are you going wrong? What can you do to close the deal?
To close deals successfully, you need to understand the other person’s goals, make a compelling offer, and overcome objections. Then, once you determine a mutually beneficial proposal, you have to figure out the right time to ask and use the best technique to close the deal.
Close the Deal Meaning
Closing a deal is a term sales professionals use to describe a situation where they bring negotiations to an end by reaching an agreement with their prospect. It’s the very moment when a prospect decides to make the purchase. Closing deals is a very nerve-wracking process for sales reps since they are left exposed to the chance of rejection from the prospect.
Selling Made Simple Two-Step Technique For Closing A Deal
At Salesman.org, we use a two-step process to help sales reps close a deal. Don’t worry; it’s straightforward and highly effective!
Step 1 — Ask: “Does It Make Sense To… “
This will help you determine whether the customer needs more help to understand how your solution can benefit them. For instance, you can ask, “We’ve been through our automation capabilities. Does it make sense to sign you up into our system so we can start working together? ”
That’s it.
Next, you wait for the prospect’s answer. If the prospect says yes, congratulations! You can send over the necessary paperwork to get them on board.
If they say “No,” don’t lose hope. Move on to Step 2.
Step 2 — Ask: “What Needs To Happen To Move Things Forward”
As a sales professional, you’ll always find yourself hearing, “No. “It can happen again when you ask the question in Step 1. So the next step in the process is to figure out how to take things forward despite the initial rejection.
Ask the second question: “What needs to happen to move things forward? “This will encourage the buyer to tell you why they haven’t agreed and what you can do next to get the deal done. No brainstorming or contemplating alternative scenarios is needed on your part!
The prospect may want a formal proposal outlining everything you discussed with them orally. Or a copy of the contract to send it off to the legal team before giving the final sign-off. Whatever the reason, you’ll hear it directly from the horse’s (the prospect’s) mouth.
Additionally, you should be closing deals throughout the sales process, and not just at the end of it. For instance, you can apply this methodology at the end of every sales call.
* “Does it make sense to discuss if you are a good fit together? “
* “Does it make sense to check whether you have the budget before we need to move things forward? “
* “Does it make sense to hold a formal meeting to discuss how the product can benefit your organization?”
… you get the drift.
Following this simple process will push the sales forward, helping you get that verbal agreement from the prospect that they genuinely want to progress with the deal.
More Tips To Help You Seal the Deal
Here are a few extra tips to help you understand how to close the deal over the phone or cl...
14 min