You're familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don't end up closing it.

Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter.

Why is this happening? Where are you going wrong? What can you do to close the deal?

To close deals successfully, you need to understand the other person's goals, make a compelling offer, and overcome objections. Then, once you determine a mutually beneficial proposal, you have to figure out the right time to ask and use the best technique to close the deal.

Closing a deal is a term sales professionals use to describe a situation where they bring negotiations to an end by reaching an agreement with their prospect. It's the very moment when a prospect decides to make the purchase. Closing deals is a very nerve-wracking process for sales reps since they are left exposed to the chance of rejection from the prospect.

At Salesman.org, we use a two-step process to help sales reps close a deal. Don't worry; it's straightforward and highly effective!

This will help you determine whether the customer needs more help to understand how your solution can benefit them. For instance, you can ask, “We've been through our automation capabilities. Does it make sense to sign you up into our system so we can start working together? ”

That's it.

Next, you wait for the prospect's answer. If the prospect says yes, congratulations! You can send over the necessary paperwork to get them on board.

If they say “No,” don't lose hope. Move on to Step 2.

As a sales professional, you'll always find yourself hearing, “No. “It can happen again when you ask the question in Step 1. So the next step in the process is to figure out how to take things forward despite the initial rejection.

Ask the second question: “What needs to happen to move things forward? “This will encourage the buyer to tell you why they haven't agreed and what you can do next to get the deal done. No brainstorming or contemplating alternative scenarios is needed on your part!

The prospect may want a formal proposal outlining everything you discussed with them orally. Or a copy of the contract to send it off to the legal team before giving the final sign-off. Whatever the reason, you'll hear it directly from the horse's (the prospect's) mouth.

Additionally, you should be closing deals throughout the sales process, and not just at the end of it. For instance, you can apply this methodology at the end of every sales call.

… you get the drift.

Following this simple process will push the sales forward, helping you get that verbal agreement from the prospect that they genuinely want to progress with the deal.

Here are a few extra tips to help you understand how to close the deal over the phone or close the deal when selling. Let's take a look.

The first step in sealing the deal is to do your research.

You have to be well-versed in your company's offerings and know-how to demonstrate the value the product or service can provide your prospect. Doing this will help you decide which of your offerings are most suitable for your prospect, eliminating the chance of you pitching the wrong product and losing the prospect altogether.

Another good tip is to expand conversations beyond your point of contact.

Try to speak to others in the company, especially crucial decision-makers and other departments. This will help you learn different perspectives, and more importantly, define the organization's pain points. Then, use these insights to tailor your pitch and present your products or services in the best possible light.

To improve the chances of closing the deal, you should clarify budgets and timelines early in the sales process. This way, you can understand whether the prospect is ready to buy now or somewhere down the line.

If the prospect is ready to buy right away, you should prioritize them over your other dormant prospects. If they aren't, you can revisit them when they are ready. Again, we recommend talking about budgets and timelines before presenting a demo of your product or service.

Instead of selling your products or services, offer solutions. Show the prospect what your product or service can do for them and tailor your conversations from their context. Prioritize the prospect, their pain points, and challenges.

Your potential clients can still have concerns and objections after educating them about your product or service's benefits. After all, they spend their money and want to know what you're offering is worth it.

An excellent way to handle objections is connecting with the prospects and winning their trust. Never brush off their concerns, and show them you understand where they come from. Looking back at past objections that you or your colleague has received can also be a good starting point to prepare for similar scenarios.

As a sales professional, you don't have a lot of time to impress your prospect. Therefore, you need to earn trust from the get-go, which is why you want to use every opportunity wisely. Compelling storytelling is an excellent way to make a positive impression on a prospect.

Now, when we say storytelling, we don't mean telling just any random, irrelevant story that takes the conversation on a tangent. Instead, you want to tell stories that commit to memory and allow you to tap into your prospect's emotions relatively quickly.

Here are a few forms of effective storytelling:

Many sales reps forget to set up the next steps, which creates difficulties when closing deals.

Suppose your prospect has accepted your proposal and wants to move forward. In that case, you should finalize paperwork and provide the customer with all the information they need to use your products and services easily. This also includes post-sale services, where you check in to see if the client is having any issues or problems after product delivery or the rendering of service.

Below, we've created a short listicle of non-salesy transition statements to bring the buyer closer to the decision stage.

As you can see, each of these statements is benefits-oriented and focuses on the prospect on their needs and pain points.

The post Ultimate Guide To Close The Deal (+ 10 Examples of Closing Statements) appeared first on Salesman.com.