{"id":1627,"date":"2016-02-09T00:28:25","date_gmt":"2016-02-09T00:28:25","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=1627"},"modified":"2016-02-09T00:29:07","modified_gmt":"2016-02-09T00:29:07","slug":"closing-the-deal","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/closing-the-deal\/","title":{"rendered":"Closing the Deal"},"content":{"rendered":"

Over the past few days we have spoken a great deal about \u201cclosing the deal.\u201d\u00a0 Closing the deal can refer to the notion of completing a sale or convincing a customer to buy your product.\u00a0 Many would say that sales is an extremely intimidating field, and the idea of closing a deal being the most intimidating aspect of the process.\u00a0 The reason being that when one engages in sales the opportunity to fail is heightened and as a result feelings of self-doubt can loom.<\/p>\n

In order to learn how to better the art of \u201cclosing the deal,\u201d I took to the internet to research this notion.\u00a0 I learned a lot, however, the most interesting being from Matthew Cook, founder of Salesforce.\u00a0 In a short article he identified the three reasons why people are unable to close a deal.<\/p>\n

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  1. Your Prospects Don\u2019t Commit<\/li>\n<\/ol>\n

    Often in sales the attitude of needing <\/em>to make a sale can cloud judgement.\u00a0 We have all humored the poor sales person at the mall, allowed them to give us their best sales pitch, fully knowing we would never buy their product.\u00a0 It is crucial to gauge the interest of a potential client. While it is beneficial to be aggressive in the process, it is also important to know when someone has zero intention of committing.\u00a0 Something as simple as having the prospect fill out some paperwork, or attempting to plan a follow-up meeting with the prospect can help you as the seller get a peek at their interest level.<\/p>\n

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    1. You Don\u2019t Lay Enough Groundwork<\/li>\n<\/ol>\n

      Sometimes when you can\u2019t close a sales it is due to problems that occurred earlier in the relationship.\u00a0 If you fail to provide the prospect with sufficient reasons to buy from you, their will to buy from you will erode as soon as your conversation ends.\u00a0 Buyer\u2019s remorse is a growing epidemic, and will occur to some degree anytime you leave the buyer alone with their thoughts.\u00a0 This is why a firm foundation of potential value needs to be established in the prospect\u2019s mind.<\/p>\n

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      1. You Have Problems in Your Process<\/li>\n<\/ol>\n

        While many sales people can rely on charm and charisma to close the deal, the best sales people realize the value of following a sales process.\u00a0 It is crucial to reflect on positive and negative sales experiences and draw conclusions about your behavior.\u00a0 You might find it surprising that there will be minor consistent differences between the times you can\u2019t close sales and the times you can.<\/p>\n

        For some the act of \u201cclosing\u201d is one that will feel foreign or forced. \u00a0Some can feel like a fish out of water in the act of being so forward. \u00a0However, with a solid process by your side, and confidence in self, even the most timid can be become pros.<\/p>\n","protected":false},"excerpt":{"rendered":"

        Over the past few days we have spoken a great deal about \u201cclosing the deal.\u201d\u00a0 Closing the deal can refer to the notion of completing a sale or convincing a customer to buy your product.\u00a0 Many would say that sales is an extremely intimidating field, and the idea of closing a deal being the most […]<\/p>\n","protected":false},"author":68,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1627","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1627","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/68"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=1627"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1627\/revisions"}],"predecessor-version":[{"id":1629,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1627\/revisions\/1629"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=1627"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=1627"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=1627"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}