Top-Shelf Tip No. 187:

"Ninety percent of selling is conviction and 10 percent is persuasion."

Shiv Khera

Closing The Deal, Part 1

You poured your heart and soul into the close, but were rejected. Well, you know you weren't actually rejected, so you remind yourself: tomorrow is another day.

The biggest fear that people experience is the fear of rejection. Many times, that is what stands in the way of your ability to ask for the sale or close the deal. Unfortunately, the sales pitch is the combined fear of losing a deal and a fear of public speaking wrapped into one intimidating experience.

In order to overcome the fear, there are three things you must remember in closing a deal, as outlined by speaker Joe Curcillo:

1. Be mentally prepared for the closing.

2. Remain adaptable during the close.

3. Be sure the timing is under your control.

We'll share his insights today and tomorrow in Promotional Consultant Today.

Mental preparation begins when you realize that you cannot close every deal. It is a numbers game. The old adage, "you win some you lose some" is very true in the sales arena. As you go forth and try to acquire new clients, you are going to kiss a lot of frogs before you find your prince or princess. The only option you have is to prepare for these momentary defeats as you progress.

If you start with a firm foundation, it will build your confidence and it will lead to a higher closing rate. Your foundation is all of the information that you acquire and organize as you begin the entire sales pitch. Closing the deal is not something you can do unless all of your ducks are in a row. You have to know your product or service inside out, and you have to know all of the weaknesses that need to be addressed during the entire sales pitch. Not everyone is going to be as excited about doing business with you as you are with them. Knowing that, it is important to understand the necessity of creating the excitement as you go through your presentation.

  • Have you given them enough evidence to support a conclusion that they cannot live without your service or product?
  • Have you addressed all the potential challenges so that your product stands alone as a necessary component in the client's arsenal?
  • Have you completed all of the prior necessary steps in your selling process?

Ultimately, when you stand up to close the deal, you must know that you have given them sufficient information that they can reach a conclusion in your favor before you ask them to do so. Therefore, your closing pitch or argument must be outlined to encompass all of the highlights of your presentation. The highlights are the reminders and triggers that will allow them to make a conclusion on their own. No one wants to be forced into a decision, nor does anyone want to feel that a decision was made for them. It should be your goal to feed your prospect enough information through the presentation itself so that when you highlight the information in the closing, the path is clear. When you're making your final pitch—and you watch heads shake in acquiescence—it's comforting to know that you've done your job. As a result, often they will say 'Yes' even before you ask, and that is when you know you have done well. Just do not expect it every time or you will be disappointed.

Ready for more insights on how to close a deal? Read PCT again tomorrow.

Source: Joe Curcillo, The Mindshark, is a speaker, entertainer, lawyer and communications expert. As an adjunct professor at Widener University School of Law, Curcillo developed a hands-on course based on the use of storytelling as a persuasive weapon. He has been a professional entertainer helping corporations and associations improve their communication techniques since 1979.

Compiled by Cassandra Johnson


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