Do you want to know exactly how to close the deal and make more sales?
I want you to do something right now. Stop what you’re doing, take a deep breath, and ask yourself this question:
“Why do I sell what I sell?”
Got an answer? Does it light you up with passion and excitement? Good! That means that you’re aligned with your true passion. It ALSO means that you are ready to get out there and close the deal with confidence.
When you love what you do and you know that your business can change lives, you’ll be inspired and motivated to actually get out there and start CHANGING lives.
And by “changing lives,” I mean closing more deals.
Entrepreneur and Leadership coach Farshad Asl puts it like this:
“Closing the deal is not just selling. It is moving people from where they are to where they should be. And helping them make the right choices and take action toward their financial freedom, peace of mind, and legacy.”
When you close the deal, the real magic begins.
You can finally start changing lives and making dreams come true. That’s the endgame of the sales process. Or maybe I should say the “startgame”!
So how do you get more people to go from “I don’t know” to “Game ON” so you can close the deal? Let’s talk about ways to start closing more deals and changing more lives, starting NOW.
Tip #1: Make your pitch to the RIGHT person. You’ve been calling, texting, and emailing, but for whatever reason your efforts are falling flat.
Maybe you’re in a game of email tag with someone’s Virtual Assistant. You might be on a first name basis with a buyer’s administrative assistant instead of the buyer themself. If you’re talking to gatekeepers instead of prospects, you’re not even getting the deal on the table let alone closing it.
Make sure that you’re talking people with the buying power. After all, they not only have the say in the sale, but also they’re the ones who truly need your help. If you want your song to be heard, get in front of the right audience as soon as possible.
Tip #2: Get to their pain. And offer the cure. People reach out because they’re in pain. When they’re ready to buy, pain is usually why. But if you really don’t know what your prospect’s struggles are, how are you going to solve them? It’s up to you to get them to open up and tell you their “why.”
Your questions just need to be simple and honest. “What is your biggest challenge right now?” or “What made you reach out to me today?” will get the ball rolling and the answers flowing.
When you know and understand their pain and you have their dream solution, your chances to close the deal go through the roof. So ask what that pain really is, and don’t miss the opportunity to be the one that saves the day.
Tip #3: Be Real. In EVERY way. Nobody likes a fake. People know when you’re only in it for the money. If you’re not feeling 100% into what you’re selling or doing, you might literally be in the wrong business.
Not only do you have to love what you do but you also have to genuinely care about your clients. Get to know them as people instead of just prospects. Ask them about what is going on in their lives before you jump right to the business talk. Care about them as people first, prospects second.
Finally, the more genuine and authentic you are, the more the right people will appreciate and respect you. For example, some people call me “professionally annoying.” And I’m glad they do. Why?
Because I’m professional yet persistent. I know the value of what I have to offer and I’m not afraid to share it. My prospects can see that not I have a passion for what I do. More importantly, they know that I will do whatever it takes to come through for them. So what seems like a flaw to some people might be a strength to the right people.
The more real that you can be in EVERY way, the more you’ll be able to close the deal.
Tip #4: Create a sense of urgency. Do you have a lot of people on the “follow-up” list? You know, the ones that keep telling you, “maybe” or “check back with me in a month or two” or, “I’ve gotta ask my supervisor”?
Sometimes it really just isn’t the right time for a buyer. But there’s a difference between not being ready to buy yet and dragging your feet because you’re not that interested. Sometimes you have to call that question and be ready for what the answer might be.
A few months back, I was trying to sell Fitzee foods. I had another company that told me they were interested but they weren’t giving me any straight answers. The back-and-forth dragged on for three months! One day I decided that it was time to ask the big question. I sent them an email telling them that if they didn’t have an answer by the following week, the deal would be off the table. I gave them an ultimatum, gave them a deadline, and called the question.
In the end, I wound up telling them that after much consideration, I didn’t think we’d be a good fit. I wished them well, took the deal off the table, and closed my company. And honestly, I felt like I’d released a 100 pound weight off of my back.
Creating a sense of urgency is huge in moments like this. You find out just how serious your prospects really are. What’s more is that you get to decide how important this client is to you, too.
If you have a lot of people giving you the run-around, it might be time to throw the gauntlet down. But how?
First, decide how much you really want this client or this sale. Then, give them an incentive to commit right now and give them a deadline. Finally, stick to your guns about it. This isn’t the time to be leery or hesitant. It’s the time to remember your worth and stand in your power. Either get them on board or get on with your life.
Deadlines are pretty obvious. But what about incentives? If you’re a coach, maybe add in a few bonus coaching sessions, free access to your digital programs, or entry into an ongoing group program. If you’re selling a product, maybe throw in an additional related product at no extra charge.
Bring out the benefits. Give them an extra incentive and give them a deadline. Sometimes it really is time to separate the wheat from the chaff. When you let go of that dead weight, you create space for something fresh and new.
Tip #5: Actually ASK for the sale! You might be saying, “Well, DUH!” to that one. But you’d be amazed at how many people do all up-front work but freeze like a deer in headlights when it’s time to ask the big question.
We talked all about when and how to ask for the sale last week on the blog and on the Coffee is for Closers live show. You can check them out here:
Knowing When to Ask for the Sale on the blog
Coffee is for Closers: How to Close the Deal
You’ll learn how to work that ever-important question into the conversation so you can close the deal.
Remember this: the client is relying on you to ask them for the sale.
They need you to tell them what steps to take and how to get it going. They’re not just going to offer it up. They want to be asked. So be sure you do the asking.
BONUS tip: Practice asking! The best way to get good at anything is to practice. Maybe you don’t have unlimited prospects to practice asking for the sale with every single day, but that doesn’t mean that you can’t practice ASKING every day.
Get comfortable asking for anything and everything. Do this consistently and eventually your deal-closing will skyrocket.
I have a feature on my YouTube channel called “100 Ways To Get A YES.” It’s about just that: asking for things. Watch as I go out into the world and ask for everything from free samples at Starbucks to shopping at Costco without a card. I show you how powerful it is to ask for what you want, and how you can use this to get the confidence you need to ask for anything. (Including the sale.)
When you close the deal, it means someone’s life is about to change. It means that you’re guiding someone from where they are to where they’re meant to be. You have the power to be the one who helps them make that happen.
Don’t hesitate. Get it on the table. Ask for the sale. Then start closing more deals and changing more lives.
Ready to put all this into ACTION? Click right here and get my FREE guide “5 Ways To Close More Deals And Change More Lives” and start making big things happen in the REAL world.
