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If your sales team is not following best practices for continuing to sell after the initial close, then consider this valuable lead qualification checklist to take when closing a deal. 10 Do’s of Closing the Deal 1. Know that your solution will solve a real problem and add value
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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.
- Negotiate the process. We often have difficulty closing the deal in negotiations because we failed to negotiate an explicit process at the beginning of talks, according to Harvard Law School professor Robert C. Bordone.
- Set benchmarks and deadlines. When designing the negotiation process, set short-term benchmarks as well as a realistic but ambitious final deadline, recommends Bordone.
- Try a shut-down move. If you anticipate that a more attractive offer from a competitor may be an obstacle to closing the deal, you might attempt a shut-down move, suggests Harvard Business School and Harvard Law School professor Guhan Subramanian.
- Take a break. It may sound counterintuitive, but adjourning negotiations until the following day, week, or even longer may assist you in closing a negotiation faster.
- Keep Your Promises. No matter the product or service, once a customer signs the dotted line, you are committed to delivering everything you promised them.
- Say Thank You. You know how it’s part of professional etiquette to message a ‘thank you’ letter to a potential employer after a job interview? The same thing applies here with customers.
- Stay Focused. If you’re thinking of grabbing a drink to celebrate closing a sale, you wouldn’t be much different from most salespeople. While nobody wants to rain on your parade, if you really want to succeed post-sale, you should go to another prospect and try to close that sale.
- Find Referrals. One of the best ways to stay alive in sales is through customer referrals. This is usually out of the hands of salespeople, since referrals go from customer to customer.
Closing sales consistently requires a few key ingredients: Let’s take a look at some tips and tricks to help you nail all three of these crucial elements of closing deals. To understand how to close a sale effectively, you first need to understand the steps of the sales process.
Jan 8, 2022 · When it comes to sealing the deal, here are 10 essential tips to closing a negotiation: Ask “Any Questions Left?” As negotiations begin to draw to a close, you don’t want to give the impression that you are rushing a deal.
Before you can close a deal, you need to prepare the groundwork. Here is a step-by-step strategy for completing a new deal and following up afterwards. 1. Do your research. If you have an interested prospect, you should do your homework before jumping into the sales process.
