Keep these tips in mind to become a better deal closer.
Move beyond “yes”Once an interested party has shown a positive response, get a written commitment or an advance payment (even if it’s a token amount) as fast as you can. The moment you let time creep in, you face threats from competitors, second thoughts and unforeseen situations. Concentrate on closing the cycle as fast as you can.
You will probably have to use some tricks to become an expert deal closer. Make your offer sound as if it’s a limited period offer. Use danglers like an extra 3% discount, free delivery or a token gift to entice your customers.
The “early bird scheme” is a good one where the first few people signing up for a particular product/service get a special offer. Usually customers will feel that the offer is worth something more if it’s on for a limited period of time.
Earn and use testimonials
In India, selling (especially in the SME sector) is all about relationships. Build relationships with your customers by following delivery deadlines and maintaining an excellent customer service track. Strive to surprise your customers by giving them more than they expect.
Remember under promise and over delivery is a sales winner while over promise and under delivery is a deal breaker. Once you earn kudos from your customers, use these testimonials casually in a forthcoming sales talk to clinch the deal.
Be a good listener
Most people assume that sale is all about smart talk. In reality, being a good listener is equally important. Listening patiently to a customer (even when he is being vague and repetitive) makes him feel important.
Most people like to be heard and if you wait long enough, you will get to close the deal without even giving your standard sales pitch.
Ensure an organic closing
Every good deal is based on a win-win situation. If the deal can’t be done because of certain reasons, leave the lines open for future negotiations or a better time. This might be something difficult to stomach, but mutual empathy is the key to closing a deal.