Forum Insight: 5 top tips to closing big money deals…
There are a number of viable reasons as to why decision-makers across a broad range of sectors ultimately lose out on big money deals; many overlooking the simplest of techniques that can either make or break a business relationship. Here, we break down the fundamental tips to help you sell your services…
- Let the client do the talking
Inevitably, to provide the very best service for your existing and potential client base, it’s crucial to find out exactly what the client is looking for. Don’t be afraid to ask as many questions as you can to hone in on what their needs are. By asking questions, not only will this benefit your end by acquiring a better understanding; however, the client will also feel they are being productive and part of the solution.
- Personalisation goes a long wayRemember that clients say things for a reason. If they volunteer that they can’t talk right now because they are getting ready for a social event taking place on a Saturday; on your follow up call, ask them casually how the event went. Although you shouldn’t pry or send a gift, by casually asking about the event, you show that you pay attention to details. Knowing how successful the party was will prepare you on how to approach the conversation.
- Be enthusiastic
Your client feels passionate about what they do, and if you show that you are passionate and enthusiastic about providing them the solution they want, you’ll get the client on board. An enthusiastic attitude is sure to open many doors for you.
- Play it simpleSpeak to them on their level, not yours. Keep the conversation simple and get straight to the point. If your client understands what you can do for them, they are more likely to hire you. If you try and dazzle them with industry speak, you’ll lose them, and lose the contract. You may find that if you are speaking to a perspective client on the phone, stand up. For many people, standing makes them get straight to the point.
- When should we get started?
A straightforward ‘yes’ or ‘no hinges on far more than just the specific closing sentence or question, reps often struggle with wording their deal denouements. Does this sound too pushy? Too weak? Should they ask a question, or use a statement instead? But just like there’s more than one way to peel an orange, there are several strong ways to close a deal.