Closing the deal doesn’t have to be hard.
It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their needs to show them the fit, providing your offering for a fair price and asking for the business. (Not to over simplify, I know there are demos, trials, proposals and other things that need to happen in some cases.)
You have to do the hard work but I promise you, if you do it, closing will be easier and I also promise that closing will be hard to do if you don’t have the answer to the following 8 questions.
8 Questions to Answer
- What is your budget?
- Who else besides yourself will be involved in making the decision?
- What is the best way to include everyone involved in the decision-making process?
- What is your timeline for implementation?
- What is your timeline for making a decision?
- How will our solution meet your needs?
- What other solutions have you considered?
- On what factors will you make your decision?
Many times salespeople tell me they are having trouble closing a deal. I ask them to tell me the situation and the answers to those questions. Typically, they can’t answer all of them but they were ready to close. Once they go back and ask those questions they are usually able to move the sale forward or at least understand why the sale is stalled.
Make it part of your sales call planning to ask these questions at the appropriate times and confirm the answers. If you do, closing will be much easier.
If you want close more deals, I am here to help. Start by checking aliceheiman.com for my next webinar on the topic.