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5 Dealmaking Tips for Closing the Deal - PON - Program on Negotiation at Harvard Law School
Career Development. Sales Development. Sales Enablement. Sales Engagement. Sales Leadership. Sales Management. Sales Operations. Sales Process. Sales Psychology.
Sales Technology. Sales Pitch. They worry: Is this deal really realistic? What do I need to do next to make this happen?
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Are they really interested or just being nice to us? You have to remember that when trying to make a sale, the customer needs to come first. Below are some of the most effective strategies to help close your sales faster:.
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No matter what industry you are in, knowing the decision maker is crucial to a quick close. Many times the decision makers will send someone else into the fire to learn all of the information they can about your company. If this is the case, be sure to put yourself into the head of the decision maker so that you can customize your sales pitch to that person's interests, even if they aren't there.
5 Steps To Closing That Enterprise Sales Deal
Of course, your best-case scenario is that you sit down with the decision maker. Do whatever you can to setup a meeting with that person. A client can sense if you are being genuine during the sales process. In other words, it's important to convey to the client that you care about their business and not just the deal. Coming off too calculated can turn people off; however, remember that there is nothing wrong with being prepared.
It's okay to appear like you're ready for every question that comes your way, just simply don't act like you don't care about the customer's best interests.
This sales tactic will help you accomplish these objectives:
Attach a deadline to the deal to help give the client an incentive to commit. Whether it's a discount or something free, make them feel like they have the upper hand.
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- 5 Tips for Closing Deals in Partner-Client Opportunities | SugarCRM Blog.
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This does not mean rush the customer; it simply means try to give them a little extra reason why your product or service is the right choice, and the right choice right now. Preparing the sales presentation to address and overcome potential objections can speed up any deal. If something catches you off-guard, you might need to take some time to think up a solution.
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