24 September 2017
Many people feel awkward or pushy when trying to close a deal, but some people know a secret trick to close easily without even selling.
Closing deals is a big part of doing business, but no one likes to be “sold”. So how do you close without selling? The key is to put the needs of your client first!
Here are some expert tips on how to close a deal WITHOUT triggering their sales alarm.
1. Take your time
Don’t be in a rush. If you go right into a sales pitch when you first start talking to a prospective client, they’ll likely put up a defensive wall and won’t even listen to what you have to say. Slow down and remove the pressure. If someone is more comfortable and relaxed, then they’re more likely to listen to what you have to say. Good business is built on great relationships, and great relationships require some time to develop.
2. Focus on your client’s needs
It’s easy to ramble on when you’re nervous. Let your potential client speak! Ask them open-ended questions and really listen to them. Find out what is important to them. This will allow a genuine conversation to develop in which they can communicate their needs. This will also develop mutual trust, and let them know you are prioritising their needs - rather than your own product or service.
You won’t need to ‘sell’ anything to them, as you’ll simply be helping solve their problem. If you can fill their need, then they’ll be the ones wanting to close the deal!
3. Trust in your message
If you’ve prepared well, and taken a genuine interest in your client's needs, then you’ll know exactly what they need. More importantly, you’ll know exactly how you can service those needs. Deliver your message and let them know exactly how you can help them to solve their problem. Trust that what you’re offering is the best solution. You know it works, so make sure that they do too!
If you follow these suggestions, you’ll avoid that awkward moment where you’re trying to come up with a way to close. Instead, closing will just come up naturally as part of the conversation.
Find out more information on getting clients without selling here.
Learn more about closing a deal in this video: https://youtu.be/q4Xz5QfL5jE
A Bit Of Humour For You
"You ought to feel highly honored," said the businessman to the life insurance agent, "so far today I have had my secretary turn away seven insurance agents."
"Yes, I know," replied the agent, "I'm all of them."
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