Everything rests on closing a deal. The pressure's on for any salesperson at this point, so you have to be aware of how to take full advantage of your chances to finalise the sale. So often, business owners do everything from taking meetings to preparing pitches that they don't focus on getting that all-important signature.
The vital thing to bear in mind is there are no set rules to determine when you should try to close. Each decision should be taken according to the specific context and requirements of the deal, and no-one can be the judge of that but you. If the client throws out positive vibes from the start, it's natural to get the ball rolling fairly early.
Naturally, it is much easier if you're completely ready. By the time you start pitching you should have already investigated whether they're sourcing the service or the product from a competitor , and if it's even within their budget.
So how do you start to close? That depends on how direct you feel comfortable with being. Asking if the prospective client is in a position to sign a contract there and then is an extremely direct approach, but could work well if the client is willing. A less direct approach would be to outline the package in a way that closes the pitch, leading naturally to a sale.
Next you have to request payment, which can be difficult to negotiate. However, if you want to be a successful entrepreneur, you'll have to hone this technique.
Don't talk too much, and don't be afraid of things falling silent. Give the prospective client an order form, stay upbeat, and make sure you establish eye contact. When you eventually secure a signature, stay amiable, and avoid the temptation to begin pushing further sales right away. If you can manage all this, you should be able to cement a lasting relationship.
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