5 Tips to Seal a Deal

While you can present all the features and benefits you’ve got to clients, if you don’t ask to seal the deal, chances are high you won’t. At least that’s the word from Mike Michalowicz, author and former small business columnist for The Wall Street Journal.

Here are five steps to help close more business by asking:

STEP 1. Ask for commitment. Then stop talking. When you reach an appropriate point in your presentation, ask for the commitment and stop talking. If you get a yes, congratulations! You’ve got a deal. If you get an objection, congratulations! That shows they are interested enough to express a concern. Move to Step 2.

STEP 2. Address the objection. Thoroughly address the objection. But remember, many people’s first objection is not the actual reason for their hesitation. To verify this, and any further objections, go to Step 3.

STEP 3. Ask clarifying questions and listen to responses. The rule of thumb is to listen twice as much as you talk. Surprisingly, the simplest route to finding out what people really want or need is to ask them, directly. When you have enough information, move to Step 4.

STEP 4. Offer three comparisons. If it fits your business model, offer prospects three suitable options. This gives people the feeling of choice and control, which empowers them to make the best decision for their needs.

STEP 5. Don’t guilt trip people. Memorize this phrase: “Please don’t feel any obligation.” This reduces any pressure prospects may feel, and at the same time, requires them to think about what being obligated would mean to them. Oddly enough, both reactions increase your chances for a deal!

Putting these tips into action will help you seal deals without pressuring you or the prospect. These tips can also help you provide more intelligent solutions for customers … and close more business.

Please feel free to pass these helpful tips along to your team, clients and colleagues.

Source: American Express OPEN Forum