After you’ve done your research, singled out the right client for you, established a relationship with them, scheduled a meeting, and had a demonstration, comes the most important part of the deal – closing it. This is a nerve-racking process for a deal manager, but the better you have at closing deals, the more success you can have as a sales rep. During closing, just interested parties become real customers who will have to pay to make the whole process go as smoothly as possible; in this article, we’ve highlighted helpful tips on managing deals.
Do your research
Before you close a deal, you should prepare for it as much as possible. It will take longer to complete if you get a question that you have difficulty answering right away. Do a little analysis and identify any potential objections ahead of time. This will speed up the process considerably. During the research, you should identify the customers’ goals and the decision makers’ pain points. It would help if you were prepared for any possible problems.
Your customers can always tell when a sales rep looks at them as a bag of money to make money on rather than as a person. Not only should you be willing to change their minds about their returns, but you should also appear to be a calculating person to them. When your clients speak, show with all your appearance that you actively listen to them and care about their business, concerns, and interests.
Close with the solution, not the product
What does this mean? Your deal should focus on your customer, not your product or service. Pay more of your attention to how you can solve customer problems. Your closing should revolve around them and their goals, and you should offer them practical help when they’re in doubt about something. Finally, you have to pull off the deal in a way that shows that your product or service will be a great solution for their business. No one will want to buy a product that won’t benefit their business.
Closing is always two-way communication. Don’t be afraid to ask questions either, because that way, your customer can get into your position and allow you to answer any questions that you have concerns about. Of course, it would help if you also thought through your questions in your research. This is also a great trick for positioning a potential client for you, and it keeps the conversation going and helps to reassure both parties at once that the deal is going in the right direction.
Close deals effectively with account matching
The territory management process will give you useful insight into your clients and team. To conduct this, use a visual account and territory mapping tool. With them, deal managers will always know when and where they need to focus their attention. And mapping tools streamline the path to finding leads and save up to 30% of their time. In addition, these tools serve to provide transparency, accountability, and communication.
Use CRM systems to automate many processes
If your list of potential client contacts is still in paper form, then you should consider using CRMs in your business. These systems minimize the number of manual processes during client management and can help you close a deal much faster. The best CRM systems automate your routine and repetitive tasks, saving you time. As a result, they shorten the sales cycle and make deal managers more efficient.