Thursday, March 7, 2013

Signed, Sealed, Delivered



Signed, sealed, and delivered— words that are music to any salesperson’s ears.

And yet, more often than we would like, deals remain on the table, never completed, and never closed.

Closing a deal is the final and critical step in any solution selling sales cycle. Without a signature on the dotted line, you have only verbal promises to show for your hard work and time.

Here are a few quick tips to help you improve your solution sales closing technique:
  • Leave little time between words and actions. Once you have verbal agreement, move your prospect as quickly and professionally as possible to signing the contract.

  • Provide last-minute persuasion. Have a final convincing argument at the ready. Do you have a high profile endorsement, glowing results from a recent product comparison test, a positive media review? Now is the time to share it with your customer.

  • Up the ante. Depending on how critical the timing is to you, it may be necessary to create some urgency by sweetening the offer. Can you lengthen the service agreement, extend the guarantee, and improve payment terms?
Try these subtle techniques and hear that sweet music…signed, sealed, delivered.

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