There is more to closing a deal than simply having a solid product or service to offer a prospect. There are a variety of reasons why they might not be willing to buy right away or at all. Closing a deal takes convincing, as well as relationship building and strategy. Following are five tips that can help you close more deals.
1. Have a Strong Call to Action
Use a strong call to action to direct a potential client to the next step, which will lead to closing a sale. You may already be doing this on your website, and in marketing materials, but you can use a call to action in conversation, as well. For example, set up a time to continue a discussion as opposed to just waiting for them to make a decision. Ask them about chatting again on a specific day. Use language that addresses the specific problem of the potential client. This will give them a set timeframe to think about their answer, and they will be prepared to talk again. This is much better than leaving the conversion open ended, which may be more difficult to follow up on.
2. Create a Sense of Urgency
Try to create a sense of urgency to persuade a potential client to make a decision quickly. You can do so by using limited time offers, exclusive discounts, or future price increases. If they are interested, they will be more motivated to act if they know they can get a better deal by doing so. Demonstrate what the prospect will be missing out on by failing to make a deal. Perhaps point out that their competitors may be gaining an advantage if they don't buy. Highlight any potential risks that will come with a delay in action. A sense of urgency can keep them from hesitating.
3. Be Persistent in Asking
Keep asking your client if they're ready to make a deal. Don't be obnoxious about it, but be persistent.
"It could be that you’re making progress, and your client is starting to buy into what you're selling, you just haven't taken them far enough down the road yet," says DP Taylor at Fool.com.* "By asking if they're ready to make a decision, you can immediately determine if it's time to close, or if you need to spend more time selling. If you get a 'no,' just keep demonstrating your product's features, and revisit the question later."
Taylor goes on to suggest asking early on in the selling process if the client has decided to avoid boring them with more information than they need.
4. Listen Attentively
Be sure to listen attentively to the client as they speak. Find out what they want and need.
"It may seem counterintuitive in a sales situation where you feel the need to push your product or service, but one key technique is really understanding your client’s needs," says Adrian Nita at StartupNation.** "Take time to listen and acknowledge their pain points before attempting to offer solutions. Remember, people want solutions for their unique problems. It will be challenging to tailor your proposals if you know nothing about them.
5. Use Emotional Intelligence
As you listen, use emotional intelligence to help you respond accordingly. Pay attention to verbal and non-verbal cues that indicate what they may need or have concern about. Demonstrate empathy and understanding to build a trusting relationship. Make sure they feel they're being heard and valued.
Use emotional intelligence for self-awareness, as well. Present yourself in a professional manner if they refuse to make a deal with you. Remain composed and not defensive. Make sure they know you will remain open to working with them in the future when the time is right.
The more deals you are able to close, the more successful your business may be. Form relationships with prospects and clients by listening, demonstrating emotional intelligence, creating a sense of urgency, having a strong call to action, and remaining persistent.
* https://www.fool.com/the-ascent/small-business/crm/how-to-close-a-sale/
