Make It Funky Business Sales

When it comes to selling, there is one aspect that should be prioritized and every single action you take during the negotiation should help in reaching this aspect: Closing The Deal. A closed deal is a sell, a client who said yes, money in the bank, or at the basest of levels - profit.

When it comes to closing deals, while it is true that it’s never set in stone and you can always use any approach as long as it will generate the right amount of sale, but there are certain techniques that you can employ to ensure that the negotiations will go smooth and fast, and pave the way for future deals.

1.    Selling is a lot like fly fishing – a barrage of unsubtle sales pitches and closing techniques will make your prospective client uneasy or annoyed, and may even drive him away. Some inexperienced sellers may even talk a willing customer out of buying, since people in general are vengeful and willing to buy an inferior product just to spite someone that irritates them. In terms of fly fishing, too much sales pitch and closing offers is similar to tugging too hard on the line, which could break the line and allow your catch to swim away. When dealing with customers you have to gently, but firmly coax them into buying what you offer. Being aggressive may sometimes scare customers.

2.    Acknowledge the importance of silence – after using a closing pitch, be quiet and allow your client to think or speak. If what you are selling is worth buying, let them convince themselves. Silence also builds tension and will encourage the client to respond faster, without making them feel like they are being forced.

3.    Be aware of your prospective client’s emotional state – normally, people would think that whatever happened in the client’s home or social life is none of their business and have no effect on the deal, but remember that the emotions of the client can be affected by personal matters and it’s those same emotions that he will bring to the table when dealing with you. Never try closing when your client is in a negative emotional state, there’s a chance that he will be very hostile, and may even take out his anger and frustration on your proposal.

4.    Always keep the lines of communication open – some novice business sellers, particularly ones who do it on a part time basis, tend to budget their time and allot only a certain amount when dealing with customers. You may have had dealings with people like these, those who promise to “get back to you” or those who tell their helpers or secretaries that he’s “out” and that you’ll have to call again later. This is probably the most important tip I can give: Business Selling is a 24/7 job. Always be ready to handle and talk to prospective clients. If you are successful enough that you have way more clients than you can handle, hire a helper or an assistant to handle the ones you can’t. The important thing is never to delay communication with a prospective client.