The balance between professionalism and assertiveness is a tough one to strike. However, it’s essential to ensure that an approach has enough measure of both when it comes to closing deals. Faster and more effective closing can help to drive impressive growth so there are many benefits to improving this as a skill set. So, how do you achieve more impressive closing without crossing the line of professionalism?
Always be authentic
It’s fine to prepare for your sales pitch and to have a clear idea of how you want it to go. However, for the interaction to feel real you need to avoid a situation where it doesn’t progress like a real conversation. Customers will always get a sense of how genuine you are and whether you really care about their business or you’re just trying to close the sale. So, it’s important to ensure that you convey authenticity and interest, as well as keeping the closing in mind.
Make sure you’re speaking to the right person
You need to ensure that the conversation you’re having is with the real decision maker. Many people in senior positions will send in a junior or an information gatherer first, neither of whom you can close. So, it’s important to try to establish that your meeting is with the person who is driving the decision-making.
Anticipate your obstacles in advance
Problems and objections are the biggest barriers to closing a deal effectively and at speed. So, it’s often worth identifying these well in advance so you’re prepared to deal with them if they do arise. Sit down with the rest of your team and try to come up with a comprehensive list of what the potential objections could be. Allow your team to be creative and think outside the box and then create potential solutions or responses for each one. If you’re presented with an objection that you hadn’t thought of when you’re making the closing, take a little time to think and avoid a solution that sounds forced or false.
Creating a sense of urgency can be incredibly useful when it comes to closing. Deadlines do this very effectively, whether they relate to a discount that is about to expire or an offer that has a limited time to run. This isn’t about pushing the customer or forcing them to rush into anything but creating an urgency that shows that yours is the right product or service for right now.
Who are your competitors?
Acquiring some knowledge of what competitors are offering, and how they are offering it, is essential. Make sure you have a good understanding of competitor businesses so that you know you’re offering something that they are not.
Don’t get distracted
Focus on the facts that you have and your areas of expertise. Avoid getting drawn into speculation or arguments that will distract from your closing goal.
Our Winning Ways to Close a Deal course is ideal for those looking to learn how to achieve both professional and assertive closing habits.