How to Close a Deal

From the first impression to the signed contract, successful sales presentations usually consist of a variety of proven techniques and components. To become a sales professional that knows how to close a deal in any industry, consider the following suggestions.



Steps
1. Perfect your pitch. Being an excellent sales person means preparing every aspect of your sales pitch as a means to close a deal. Take every opportunity, whether in the car, or in the elevator to review your approach. First impressions can be critical to the outcome.


2. Implement the strategy. Closing the deal is a series of steps. All successful sales presentations guide the client to a logical conclusion, but one misstep can cost you. Be prepared to present your sales pitch sequentially. Maintain good posture and speak up loud and clear.


3. Create an atmosphere of charisma. It's important to relay information and memorize statistics, but with a good blend of charm. You might use relative statements or ask rhetorical questions like, "who doesn't know that feeling?" to humanize your presentation.


4. Manage your emotions. The ability to control the mood is the hallmark of a great sales pitch. In most cases, your prospect prefers a confident and light attitude. But be aware of the emotion you want to convey. There are times when a joke is inappropriate.
Practice using and reading body language. Control the direction of the presentation by avoiding confrontational words and moves. Your prospect must see you as an ally, not an adversary.


5. Know your product. Your potential client needs to sense a level of competence that will build trust in your company and the services you offer. Organize your briefcase with essential materials such as graph charts and brochures. Have slides in correct order before you arrive. Know where everything is or where to find it.
If your client ever stumps you, don't pretend to know the answer. Let them know you will find out, and follow up as soon as you can.


6. Ask for the sale. Every sales presentation has one thing in common, there's a decision to be made. While a "yes" from a junior executive or assistant may not be the final step, your job is to get to the next decision maker.
Persist in the pursuit, with tact. Subordinates are great allies. If you are respectful and convincing, they may accept you as part of the team and want to help you succeed in closing the deal.


Tips

• Sales professionals know the power of a kind word or a gift. Something as simple as chocolates or a gift basket can lighten the mood and open doors with secretaries or receptionists.
• Depending on the nature of your service, try to make appointments to save time, which is even more valuable if you're working on a commission basis. Be punctual.