The sales process can be a long one and often it can be difficult to gain final commitment from the customer to make the purchase.
Closing the deal is about making the final sale, but it should not be thought of as the last transaction and/or final negotiation. Rather, it is about a series of small steps, or small closes, throughout the course of sale process in which commitment is gained from the client to proceed.
It is important to obtain this commitment along the way as when you finally ask for the business, you will find the deal is already done. It is also important to know the commitment is there to avoid spending time and energy on something that will never come to fruition.
In closing the deal, you should gain agreement from the client:
- to meet
- to learn more about your product/service
- to prepare a quotation or proposal
- to meet again, if necessary, or discuss the proposal/quote on the phone
- to make the purchase.
The sales process can be nerve racking and many small business owners take the lead in the sales, although it might not be their strength.
Remember:
- Don’t be afraid to ask your customer their opinion – what do they think? Are they interested? Does your product/service meet their needs?
- Follow-up and follow-up again. Don’t be discouraged if they don’t call you back. You need to call them. Persistence pays off.
- If you commit to doing something, do it. For instance, if you say that you are going to follow up on a certain date, ensure you give them a call. Not doing it may signal to the client that you are not interested in their business.
- Once agreement has been reached along the way, move on to the next step. Don’t belabour the point or dwell on something already discussed if the client has agreed to move on. Doing this can sometimes kill the deal.
- Be direct and ask for the business. After going through a proper sales process, you have earned the right to ask.