How to Close a Business Deal

Creating and meeting your direction through questioning is an important element of business negotiations, especially sales. Remember to never ask more than one question at a time, as this could alienate your prospect. Be silent after asking a question and don't try to answer it yourself. Don't be afraid to give input if appropriate. Never be hostile or arrogant. Don't keep switching from one demand to another. Test your prospect's reactions with follow-up questions. Be ready to answer questions and stay honest.

Making a prospect into a client by asking for business is the key. Closing is the ultimate action step and helps reach goals of the prospect and salesperson. You alone must take the final step. Prospects usually are not going to ask to do business with you; they are waiting for your move. To succeed, you must let the prospect talk as much as you do. Closing is the key to "winning" your personal success through a client's business. You must keep closing in mind from the beginning of the call.

From the beginning, keep your contact's needs in mind when asking and answering questions. Find out what your prospect and his firm wish to accomplish and learn who makes the decisions and their process. Ask about what they expect from companies they buy from. Know who their competitors are and how the prospect sees them. Find out how your firm fits into their field of vision. Be sure to learn and address any concerns the prospect has about you or your business. Ask about time frames for decision making, and ensure there is a budget adequate for the "win-win" situation you are creating.

The final step is following up. Talk is probably easier than actually following through on promises. The best thing to do is exceed your client's expectations. Write any promises down to focus on later. Don't settle for closing on a vague note. Make a concrete committment such as "I'll call you next week" and keep it. Stay organized, respectful, and always work honestly.

Always act appropriately while waiting for a decision. Make sure you don't seem desperate, even if you are. Know when to expect a decision and from whom. Follow up without harassing the prospect or his staff. Try to talk to everyone involved in the final decision before they get back with you. When calling, have specific reasons that relate to the account. Try to be the last presentation when dealing with competitors. Remember that the same rules apply to follow up after an in-person meeting.