Day 13: Closing The Deal

There is always something new to learn about closing, because what people expect keeps changing.

As your business grows you may also need to revisit your arrangements with business partners. The deal you made at the start may not suit where you are going.

A step-by-step strategy

1. Do your research. Before you start selling, learn the prospect's goals and current problems. For a business, study the organisation and the person making the decision. For consumers, use what your own records tell you.

2. Identify the right offer. Work out which of your products or services actually fits their need. People respect a straight answer more than a polished one.

3. Set expectations. Be clear about what you can provide and by when. Do not over-promise and end up with an unhappy customer. Show them how you work.

4. Focus on the solution, not the product. You may want to talk about features. They want to know what it does about their problem.

5. Handle objections. Think through the likely objections before you present: price, availability, delivery, features. Raise them yourself where you can. When one comes up, listen, acknowledge it, then answer or adjust.

6. Ask for the sale. Once objections are handled, ask. Make it comfortable to say yes, and where it is genuinely true, be clear about any deadline.

7. Follow up after the close. Check it was delivered, deal with anything outstanding, and make sure they are satisfied. This deal sets the tone for the next one, so stay focused on the relationship rather than the transaction.