Webinar

Like many sales professionals, you dream of closing deals before heading off on vacation so you can completely clear your mind.

But every year, it starts all over again... the clients you've been talking to for weeks become impossible to reach, and others call you at the last minute, hoping your response will arrive when they return from vacation...

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

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

Closing: definition

Closing simply refers to the conclusion of a sale, the moment when the contract is signed. It represents a key step in the sales process because it is at this moment that many criteria are validated, such as the price of the product and/or service. The customer may then have doubts and decide to back out. How to counter this?

Conduct an objective review of your deals

To succeed in closing, it is necessary to obtain an objective review of your current deals. To do this, ask yourself key questions that you will answer with a score between 0 and 5. Have you had regular exchanges with your client? Do you feel like you are leading the deal? Is your project feasible with your client? The answer to these different questions will allow you to define the positioning to adopt during closing.

Don't let closing happen to you

There are different ways to regain control during a poorly initiated closing. Never submitting a complete file to stay one step ahead is one of these ways. This way, the client will always have something to ask you, and you will position yourself as the leader of the exchange. But be careful not to intentionally omit key elements of the file, such as administrative resources!

Create positive tension during closing

By creating this positive tension, you will provoke a reaction from the client and prevent the closing from extending until you return from vacation. Explaining to your client that the announced rates and resources cannot be maintained past a certain date is a way to create a stimulus during closing. 

Leapfrogging the closing

The ultimate technique for closing deals is simply to adopt the mindset that you have already succeeded in closing the deal! By adopting this attitude with the client, you will psychologically guide them towards accepting the deal. Ask them about the launch date, the tools used, the next steps... so that they can envision with you a successful closing. 

If you would like to learn more about the power dynamic to adopt with your client, we advise you to discover our Webinar dedicated to the Key Account approach, by clicking here.