Share this page on:
FacebookTwitterLinkedInGoogle BookmarksMyspaceTumblrRedditGoogle ReaderDiggDeliciousBlinkListStumbleUpon

How to get better at closing a deal

Every seller wants to get better at closing deals. It's in every good salesperson's nature to become sharper and more skilful to sell at work every day. But you know what it's like - we all fall into the same comfortable rut and forget the things we know.

That's why we'll refresh your memory a bit and make you better at closing your deals.

Here are 7 things that will make you close a deal faster and better:

1. Think about how you can make a good impression
You know that you first and foremost sell yourself. The customer buys YOU as a person first of all and that includes how professional you are at your job, how strong integrity you have and how you make the person you meet feel. A sincere smile, a positive language and by showing a genuine interest in a customer's problems does the trick. Naturally you're always quite nicely dressed, clean and well groomed when you meet your clients.

2. Make your customers qualified
Once you have removed as much as possible of the customer's concern over what kind of person you are, it's your job to start gathering as much sensible information as possible. This is where you will discover (and decide) whether the customer really has a need for what you sell, if they have the authority to order and if they have the money to spend.

3. Remember to agree with the customer on his/her need
This is when you add up the information you have received and make sure that you and the client agree on the need. The customer will buy because you understand them, not because they understand the product or service you sell. That's why you have to develop and show them their special needs and effectively demonstrate that you understand them – and that you can solve them.

4. Sell ​​now
Your customer's second purchase decision is about your company. The customer is wondering if your business is serious and if you will be able to deliver as promised. Here it's important that you show the client everything that distinguishes your business from your competitors. Teach the customers more about your business, what kinds of clients you have, what products you work mostly with and what reputation you have on the market.

5. Fill the need
Now is the time to show that you can fill your customer needs. That's when we start talking about products and prices and your job is to show how good your products/services are and how affordable it actually is. You are asking questions to learn about the customer's worries so you can quickly remove them. It's important that you look for all the customer concerns and respond to them before you start talking money. If causes for concern arise later in the process, it'll threaten your whole set up.

6. Ask for the order
Now it's time to ask for the order. If your customer is a qualified customer, you will do a summary of the benefits you have agreed on and ask if you can close the deal. Then you'll be quiet. Seriously. Be quiet! Let the voice of the customer be the next voice you hear in the room/on the phone. If the customer has objections or questions, answer them and ask for the order again - and be silent again.

7. Close the deal
When the customer has said yes, it's time to “pour cement all over your agreement” to make it solid. Many sellers believe that the sales process is completed when the customer has said yes, but it's often a mistake. Firstly - when the customer has gotten over his opposition to say yes, he/she will often be relieved. That's a good opportunity to perhaps complement and make the order even larger. You are partners now and not two opponents. Secondly, it's important that you show appreciation and help the customers to feel sure that he/she has made the right decision. You will help by summarizing what you have agreed on and once again tell him/her how good it will be to work together. Remind the customer that he/she has made a smart decision.

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.