Webinar

Like many salespeople, you dream of signing your deals before heading off to the sun, so that you can clear your head completely.

But every year, it happens all over again... the customers you've been talking to for weeks become unreachable, and others call you at the last minute, hoping that your reply file will arrive when they get back from vacation...

What if you could reverse the trend and close your deals effectively?

In this Webinar, discover 4 closing techniques that move your customers to action.

Closing: definition

Closing simply means the conclusion of a sale, the moment when the contract is signed. It represents a key stage in the sales process, as it is at this point that many criteria are validated, such as the price of the product and/or service. At this point, the customer may have second thoughts and decide to back out. How can we counter this?

An objective review of your deals

For a successful closing, you need an objective review of your current business. To do this, ask yourself some key questions, to which you'll answer with a score between 0 and 5. Have you had regular exchanges with your customer? Do you feel you're in the lead? Is your project feasible for your customer? The answers to these questions will help you define the position to adopt at the closing.

Don't suffer from closing

There are a number of ways in which you can regain the upper hand when a closing goes wrong. One way is to never hand over a complete file in order to stay one step ahead. This way, the customer will always have something to ask you, and you'll position yourself as the leader of the exchange. But be careful not to deliberately forget key elements of the file, such as administrative resources!

Creating positive tension at closing

By creating this positive tension, you'll provoke a reaction from the customer and prevent the closing from dragging on until you return from vacation. Explaining to your customer that the rates and resources announced cannot be maintained beyond a certain date is a good way of creating a stimulus during the closing. 

The leapfrog of closing

The final technique for closing deals is simply to put yourself in the same frame of mind in which you did your closing! By adopting this attitude towards the customer, you'll bepsychologically guiding himtowards acceptance of the deal. Ask them about the launch date, the tools used, the next steps to come... so that they can project themselves with you towards validation of the closing. 

If you'd like to find out more about the balance of power you need to adopt when dealing with your customer, we suggest you take a look at our Webinar dedicated to the key account approach, by clicking here.