Closing deals, become more effective closers, how do I close more, etc. are common subjects and questions raised.
The largest deals I have ever closed happened while I was away on vacation. Now how does that happen?
Clue: the answer is not to go away on vacation.
Do you want to know how to close more business?
Are you willing to do what is needed?
Another Clue: it is not about “closing techniques” although they are good to know.
OK, here is how you close more business:
Do all the right things beforehand and the business will close for you. Then, all you will need to do is give them the contract to sign.
What are all the right things beforehand? There are so many but here are the most important:
1. Don't chase bad business
2. Prospect a lot so you don't have to chase bad business
3. Know what bad or good business looks like by defining your sweetspot and comparing it to the opportunity in front of you
4. But what if it is a HUGE deal?
a. Don't bother unless you can actually service and support it and/or make it repeatable
5. Prospects fall into 3 categories and the earlier you know the better:
a. Will never buy from you, ever (stay away from these)
b. Are open minded about buying from you (see how open minded)
c. Want to buy from you (should have 100% close rate)
6. If it is too good to be true, it just might be. Don't ever mistake somebody’s desire and eagerness for their ability to buy.
7. If somebody else is better able to close the deal, ask for their help and split the proceeds (especially for deals that require people at multiple locations).
8. Don't propose something over a person’s buying authority unless you are certain those above that person will rubber stamp the deal.
9. Sell to people you are referred to, and if possible, easy to visit (not necessary but nice).
10. Be a mensch. A good, well intended, honest person. People will want to buy from you.
What do you think are the best ways to close business?