It’s in the bag from here, right? Wrong. Things are just getting started. This is where you’ll see whether your sales technique and product can hold up to heavy scrutiny. This is where your prospect will start to have second thoughts, doubts, or regrets.
Closing the deal is what sets the true professionals apart from the amateurs. Keep reading for some tips on how to master the negotiation process and get the buyer’s signature on the dotted line. If you’re still having trouble getting this far in the first place, check out this great course that will teach you excellent salesmanship.
It all starts with attitude. People want to buy from someone who has personality – that certain something. Now, don’t go overboard, but you don’t want to come off like a robot reading from a teleprompter either.
Maybe things are looking grim from the beginning or you’re watching a good start falter as the client slowly slips between your fingers. Throughout it all, it’s important to remain confident in your ability to captivate your prospect and eventually land the sale. Be sure of yourself and be sure of your product.
No one is going to be interested in buying something that you’re not even confident in.
Even when things look absolutely hopeless, your attitude should always be positive. Negativity does not make sales. Your vibe will help sway the potential buyer one way or the other. If you’re negative, they will become negative or perhaps end the conversation right there.
On the other hand, your positivity can be infectious and even completely turn things around.
Confidence and positivity are crucial. That being said, they’ll be hard to maintain if you view every missed opportunity as a massive failure and don’t have a realistic idea of what’s possible. Even the greatest salesman doesn’t convert 100% of the time – or even close.
You’ll miss more shots than you make. That’s simply the nature of the work. It’s OK to be disappointed and work to get better, but don’t take things too personally. Brush yourself off and keep trying.
Take your time and don’t rush the sale. Build a relationship with your client and earn their trust. This will help your chances much more than trying to zip through all of your product’s features and ignoring your buyer’s needs.
We’ll talk about the importance of a sense of urgency later in the article, but this doesn’t mean run through the sales process at 100 mph.
Sales isn’t about getting the better of someone. Tense negotiations can bring out the worst in people, but it’s important to remain cool and collected. You want your client to feel like they’re winning, especially to the watchful eyes his colleagues or loved ones.
In the end, your goal is to get sales, and letting your pride get in the way of that is a huge mistake.
Whether consciously or subconsciously, people communicate a huge amount through their body language. You can gather things about someone’s mood, confidence level, and so much more without them even speaking a word. Making yourself aware of what your body language is saying and ensuring that you’re sending the right signals can be a huge advantage during the negotiation process.
- Sit Down
You’ll want to pitch your product or service while standing, but the negotiation is best done sitting down. Pull up a chair and encourage your buyer to do the same. Not only will it help put them at ease, it’s much easier for them to leave when the two of your are already standing.
- Eye Contact
Eye contact is important in almost any field or situation where you’re interacting with people. This simply but immensely powerful piece of body language fosters connection, displays confidence, and just plain shows that you’re paying attention. Inversely, eyes that dart around the room, avoid the other person’s gaze, or look down at the floor all convey very negative traits.
Smile. Be friendly. This will help you and your client stay positive. The last thing you want is the two of you scowling at each other as you sweat over the details of the deal.
Plus, it will just make you straight up more likeable, as well as seeming more trustworthy.
The right attitude and terrific body language won’t mean a thing without the skills to back them up. When things begin to wind down and you’re looking to secure your client’s commitment, these tactics will help you turn any negotiation into a sale.
- Use Humor
Lighten up and your prospective buyer will too. Weave a few jokes or a funny story into your negotiations – it can improve their mood and make them feel better about the deal. You want things as non-serious and relaxed as possible, and humor is a great way to get there.
It should be obvious but I’ll say it anyway: avoid dark humor or anything that someone could possibly find offensive. You have little way of knowing how conservative the person you’re talking to is unless you’ve been dealing with them for an extended period of time. Don’t throw away your hard work over a dirty joke.
- Communicate Effectively
Don’t mince words. Make sure your message is always coming across clearly and effectively. You want to convey the advantages of your product and how it will help the person you’re talking to in the best way possible.
- Sense of Urgency
If you give your buyer forever to make up their mind and finally pull the trigger, they will – literally. Instill a sense of urgency and get them to feel like this is something they need to jump on today. You can do this by giving them a time sensitive deal that won’t be around for long.
Another option is getting them to create a goal with an attached time line. That way you can convince them to get the ball rolling and start moving things along.
- Be Assumptive
Assume that the deal is already done. Ask a question(s) that talks about details in a way that their answer commits them to buying. If done right, you’ll get the sale on the spot. Worst case scenario, it opens the conversation back up and exposes where their doubts lie.
On the other hand, you can come across as manipulative if you do it wrong word your approach too strongly, and that’s going to destroy the trust you’ve been building. You always want to apply a little pressure, but be careful that you’re not pushing your buyer away.
- Go Direct
Sometimes you have just have to cut straight to the chase. Quickly rehash what you’ve covered up until that point and ask if they’re ready to buy. It’s not guaranteed to work, but there’s also little chance that it makes you appear dishonest.
In the event that you don’t get the positive response that you’re looking for, be ready to backtrack and figure out what the hold up is.
- Reverse Closing
With a reverse close, the idea is to ask a question that gets your prospect to say ‘no’. This may seem counter-intuitive, but the trick is posing your question in a way that the ‘no’ is actually a ‘yes’ to the sale. For instance, you might say something like, “Is there anything that is stopping you from buying the product at this price?”
Notice how a negative response here is actually affirmative for the big picture. This can be especially effective with someone who is incessantly searching for problems to point out. Be prepared to turn things around if they don’t respond the way you hoped, though.
- Keep Paperwork Handy
Sometimes the most basic and obvious things are the ones we’re most likely to forget. When you finally get that confirmation you’ve been waiting for, that is not the time to be shuffling through the papers on your desk for the contract or running off to “write things up”. Have the contract and/or any other paperwork ready to go at a moments notice.
Also, make sure to carry a pen at all times. Snags like this can seem minor but they don’t give off the best impression, and they just give the client even more time to change their mind.
Putting It All Together
Now that you’ve learned all about how to close the sale, all that’s left is to get out there and put it into action. It will probably take a little practice to get everything coordinated and working together, but we’re sure you’ll be making deals left and right in no time. If you still need help with the entire sales process, this blog post breaks things down step-by-step from beginning to end. And if you’re still hungry for sales knowledge and strategies, this course breaks down the keys to success in sales.