Closing a deal with a client for HighTech

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I don't want to talk about closing and share with you three things that can help your closing these are things that are simple to do they aren't things that require skill or learning as such they are things that you can do straightaway and you probably already have this innate in you and when it comes to closing I'm asked every day about what's the best way to close me answers often that it depends on what you're selling and things like that but to a fair degree there are some fundamentals that you've got to bear in mind so here are three things that are recent clients that have been working with shared with me when he closed his first clients we got his first piece of business and there are three things in there that really stood out as simple things that made him move to win as opposed to it being another rejection the first thing was trust there was a connection there in terms of the person who's speaking to buying into him not just the hype around the product now maybe one of Greater marketing main people are good at building hype and certainly they can build excitement about a product but unless someone buys into you and trust you they're never going to step forward and say I'm going to take out my wallet and give you some money because I believe that it will be a sound investment unless they believe in you and trust that your good guy basically so then you've got that connection on a higher level than just you have something that could be of use it's never really going to fly and it's the moment when it's like Oh shall I charm Tyler sitting on a fence if the connections there and the Trust's there they're more inclined to following the rights or the right side of the fence than the wrong and it makes it a lot easier for you to then give them a nudge if you need to just give them that extra bit of reason to buy from you so cut so basically the the first thing to bear in mind is that having a connection and buy-in and it doesn't have to be before you get on a call or have your meeting can be built during the call relating with someone to build rapport and have a connection is essential the second thing excuse me is is qualification now one of the reasons why this client of mine closed this piece of business wasn't just that they had a good connection but also that this client was right in principle so on paper there was every reason for him to you to work with him so what we're looking at here is things you can do and have therefore control over before even getting into the sales call or meeting things that you can look for when you're looking at your leads to make sure that you're in a position to win in his case he was looking for someone who buys a certain type of product and so evidence of buying that type of product means is that those kind of people are more likely to buy his type of products and you can observe that from afar before you even move to a place where you get on the phone or engage with them and by seeing the kind of things they're into maybe on Facebook or something like that the fact that this guy you know was on the phone with a prospect and that person then was led by quite simple questioning to art we asked you know so what kind of things have you invested in and he said yeah I invest in things like this all the time it was a great platform to firstly give the person selling some confidence it was also a great place to basically build on and say look you obviously invest in yourself and you believe in this climate thing so here's some more of the same but here's the great reasons why bond line is this if you look at the opposite you look going off at a situation where someone has never bought your kind of product it's not always a reason why they won't buy from you but it does make it a bit more difficult and the bond and the way to look at it is this the person who was sold here had been sold numerous times in the past people have gone to work with him success being convinced them of the benefit of buying these kind of products so for my client doing the selling he already had a bit of a leg up really so we've got here firstly is connection to build trust but you've also got pre-qualification and you know and you can further check that when you're on the phone with them as well but qualification to make sure that that person is the kind of person who tends to buy your kind of thing that makes a life life a lot easier and then the final thing as well is probably one of those powerful things when it came to the negotiation at the end my client was talking about how this prospect was saying no a little bit and was a bit on the fence and the reason why I think in addition to I've already said he was keen on actually buying in your very end and decided to go ahead and do it was simply because at the very least like the person doing the selling was willing to walk away from the deal and and what that does is that it demonstrates to the person you're selling to that it's not about making money it's not about closing something as the reason why you're having a call it's more about finding something you can help them with and focusing on the solution the relationship and building a service that they can make use of and benefit from so what I'm saying here is focus on showing them how they're going to win by working with you the solutions the benefits and things like that don't focus on trying to do everything you possibly can to close them at least not outwardly because if they feel that it's all about you trying to close a deal then they feel simultaneously it's not about you trying to help them and that's what they actually care about they don't care about you getting your deal they care about their problems being solved so the willingness at least to appear like you're willing to walk away from the deal meant that it didn't appear to the prospect like you know this is all about this piece of business I have to get this thing closed it was a case of we'll look if you feel like this can help you there's the value we've talked about how this all fulfill your needs and it's now up to you and it's funny because my you know that the client was talking to me after than saying no I was so keen on getting this piece of business in but I what I decided to do was just kind of let him go from there and that only works if you've got rapport and connection that only works of course if you're pre-qualified the leads so you know that the need is there in the first place or at least the receptivity is there but the end result was that you've got a guy who's who almost decided to sell himself because there wasn't like this desperation to close something sure there's a hunger to help that but that's a difference and the end result is brilliant because you get a guy then who's not just bought a product but who has bought a product from someone they feel a connection with who they trust who sells a product that they feel they need because they've invented that they've invested in that kind of thing in the past and importantly who's bought a product from someone they feel is interested in in the service that's been offered here rather than just closing a deal and there are three things there that really helps to think about that connection pre-qualification and qualification and being willing to walk away from the deal so you don't come across as desperate I really hope that helps in terms of closing it's not for everyone for every type of piece of business or every type of sale but there are three important things when it comes to a sales meeting or a phone course I hope that helps if you like this video subscribe for sure but also give me a thumbs up give me a comment as well other things that may have helped you but otherwise I really hope that helps and I'll see you on the next video thanks a lot