Whether you are a salesperson or an entrepreneur, the process of negotiation and closing the deal is a big part of your life. Not only does it help you grow but also offers you more opportunities. If you put yourself in the shoes of your clients, you would realize that you don’t feel comfortable when someone keeps on selling something to you, and you get sick and tired of getting too many offers in the mail.
On the other hand, there are also many cases you get convinced by someone and accept an offer. If you compare these people with those you disregard, you would understand how you become an opportunity to other people. This must be your initial mindset before planning to approach your clients because this will determine your success in negotiating and closing the deal.
Today, we will be going through more secrets on how to close the deal.
Choose the Right Prospect
Many times, failure comes not at the end of the process but at the beginning. If your target clients are not the right clients for you, there is no way you can close any deal with them.
Just because you prefer a certain type of client doesn’t mean they are the right client for you. Know yourself, so you’ll be able to know clients who fit your personality.
It all starts with a smile. When you are able to make others smile because you smile first, you will realize you can communicate positively even without saying giving compliments.
Closing the deal is not about talking through an idea that should convince people. Instead, it’s how you open an emotion that will eventually open their minds to this concept. This is possible when you are able to transfer a positive attitude.
Learn to Compromise
Negotiation is not a one-way process as it must create a win-win situation. You can achieve this if you and your client meet halfway. When a client accepts your offers without negotiation, it means all your offers are attractive, and this is a very rare occasion.
However, not all clients would always agree with an offer right away. There are terms that must be changed along the way, so be prepared for that. This means you have to list down what you’re willing to compromise; however, don’t compromise your ultimate goal.
It’s easier to approach anyone close to you than it is a stranger. This is why some businesses follow certain models in which prospecting starts from friends and relatives. However, this will only limit your market and slows down your expansion.
Strangers are still a huge market, and our goal is to get closer to them in order to close a deal. It’s still best to establish a good relationship not only with decision makers but with people who can help you get closer to the decision makers.
Learn to Say No
Your target is to close the deal, and this means you have a goal that you wish to achieve. In some cases, clients would demand different terms. Always remember that it’s you who are closing the deal and not them, and learning to say no is sometimes needed.
It’s amazing how some people are able to consistently close deals despite limitations. What’s more amazing is to see those who have been unsuccessful in closing deals several times, and begin closing deals over and over again as these people have discovered the secrets in effectively negotiating and closing a deal.
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