3 Last Minute Techniques to Close the Deal

You have worked the sales process up to this final meeting when you expect the buyer to sign on the dotted line. But there is some hesitation and you sense that the buyer is having frigid feet. What can you do to warm up the deal and drive toward the close?

Solution selling training pros provide some tactics that work.

1. Offer an introductory product or solution that is easy to say “yes” to. If you sell training solutions, for example, why not offer a pilot or an executive overview just to get the relationship started?
2. Join forces. Is there a company working in the same marketplace but with a complementary product? If you sell umbrellas and they sell rain boots, why not move the deal forward together?
3. Reduce the risk. If you are convinced that your solution is the answer to the customer’s problem, why not guarantee it? There is nothing more persuasive to a hesitant client than the satisfaction-guaranteed card. Play it when it makes sense.