Guest Post: 10 Steps to Inking Successful Deals by James Adams

by James-Adams on October 12, 2010

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It’s a question many in business ask themselves: how do salespeople become successful? The answer is that they spend most of their time cultivating meaningful relationships with their clients, providing advice and assistance where possible throughout the buying cycle. Closing the deal is just the natural result of the relationship building process. Here are ten tips gleaned from successful salespeople designed to help you ink that successful contract.

  1. Knowledge: Find out everything that youΒ  can about the products that you are selling. Read the latest technological reports, study the trends, and understand how your products can be used. The more information that you have at your disposal, the more authority you develop with your customer.
  2. Honesty: Never lie to your customer. Answer their questions truthfully. Don’t elaborate on your answers unless prompted. You do not want the single contract, you want your client to give you the first option on any upcoming deals.
  3. Listen: Ask your clients questions about what they want. Listen carefully to their answers. Help them solidify their vague concepts with concrete solutions. Your client’s desires trump profit margin. Sell customers items which are just right for their needs. Do not offer an Escalade when your customer wants a tiny vehicle. Conversely, do not show the miniature vehicle when the customer is looking for an SUV.
  4. Ask for the deal: You have cultivated the relationship and developed a strong rapport with your customer. Your prospect wants to work with you. Take that rapport to the next level by turning it into an active business relationship. If the customer says ‘no,’ find out their objections and address them.
  5. Offer solutions: You are not providing products, you are offering solutions to your customer. If your customer wants a copier which can print double sided, you are answering that call. In future interactions, make sure that you place emphasis on the fact that your product will provide X, Y, or Z.
  6. Give something for nothing: Add an extra incentive to the customer to close the deal. Entice them with an offer of a free gift or a discount on a related service. The perk that you offer could be just what your customer needs to agree to the sale. Roll the price of the incentive into the total sale price. Emphasize the fact that the offer will last for a limited time.
  7. Research: Know about the customer’s business before you make the first call. Let them know that you are offering a sympathetic ear. That familiarity will translate into more closed deals. Use Facebook and LinkedIn to find out about your prospect’s hobbies or interests.
  8. Overcome objections before closing: Deals will often fall through because the customers do not have the money or they are not the only decision maker in the process. Ask probing questions in the beginning of the interaction. Discover their specific requirements. Ask the customer what you need to provide in order to gain their business. Tailor your solutions to meet their requirements.
  9. Follow up: Follow up with your clients to make sure that they have gotten the experience that you advertised. Address any concerns that they have with your product and offer the value added service of training. Clients will return to use your services if you show that you genuinely care about them.
  10. Confidence: You need to have the confidence to close the deal. You deserve the success that you are achieving. You are sure about the product that you are selling. You are confident that you have chosen the right widget to suit the customer’s needs. Display that confidence when making the sale.

Closing the deal does not have to be a harrowing experience. Learn about your customer and anticipate their objections. Approach your client with honesty and listen to their needs. Practice your closing techniques and you will soon be getting your clients to sign on the dotted line.

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Reeha March 4, 2012 at 12:41 am

Having confidence about closing the deals are very important because without this we can’t reach success. everything is important to its own status however ending it with confidence is must because without that your whole effort will goes down. fantastic writeup.

Sherryl Perry
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March 4, 2012 at 3:09 pm

Thanks for mentioning confidence Reeha. That does play an important part in closing the deal.
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Ardorm November 13, 2010 at 1:21 am

Well, these are certainly interesting steps. I am still far from selling something, but I think I may end up with it in order to earn some cash. I guess I should consider them, thanks for sharing πŸ™‚

I just wonder if step 6 really works. I’ve watched recently a program on TV, where a man offered knives for $50 and then he also gave three gifts. The moment he showed these three gifts, I suspended him. Because it would be a too great deal…

Sherryl Perry
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November 14, 2010 at 11:44 am

I guess it’s true what they say that everything should be done in moderation! – Even giving away something for free. I’m hesitant to do business with someone when the offer is just too good to be true too.
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eZwerge November 6, 2010 at 5:06 pm

Thanks for the post. Giving back is an excellent point. we are too much concerned with getting link and paranoid about loosing our link juice. Fact is that the more you give the more you receive. Bet you mum told you that one day, but it’s true. Spread the love people

Rebecca October 28, 2010 at 3:54 am

What a very comprehensive article you have here! For me, the most essential thing when your owning a business is KNOWLEDGE because it’s a must that you know all the things, aspects and etc. of your business the fact that your trying to sell your products and services. Customers are intelligent enough that they do know if your or your not well versed with your own business.

Nelo October 26, 2010 at 6:37 pm

thanks alot, Excellent points here, James. I like first one best because research can really make our prospects and clients feel that we are an authority in our industry. This feeling will enable them to trust us into providing them the solutions to their problems, so all else will follow.

Lorraine October 25, 2010 at 10:13 pm

I am thankful I came across with your blog because it has all. The factors especially the attitude towards running a business is fully discussed here! I am pretty much sure that if you apply these aspects on your own, you will positively be successful.

Sherryl Perry
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October 25, 2010 at 10:37 pm

James brought a different perspective. It’s good to hear from someone who’s successful as a salesperson. That’s definitely one of my weaker areas. Like Catherine, maybe someday, I can hire a sales person! πŸ™‚

Catherine Lockey
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October 20, 2010 at 5:25 pm

thank you James and Sherryl for this post. Sommmeeedayyy I will hire a salesperson. I’m bookmarking this page and using it to create my interview questions.

Dennis Salvatier
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October 19, 2010 at 11:27 pm

Great information here. Thank you so much.
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Catarina Alexon
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October 18, 2010 at 1:10 pm

Good advice!

Only thing I’m not sure I agree with is that deals frequently fall through because of prize. Actually believe that’s frequently an excuse when the “buyer” hasn’t reallly understood the advantages of whatever it is you are offering. Provided of course that they intended to buy x from someone in the first place.

Julia Lindsey October 17, 2010 at 3:33 pm

Excellent post. My biggest problem is asking for the business.

My background is in the healthcare industry. We are trained to listen to the patient, teach them solutions to their problems and overcome their objections. I have never had to ask for the business. They come to me and expect solutions. The experience has been great for business but I forget to ask for the business. Thanks for the insightful post.

Sherryl Perry
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October 17, 2010 at 5:58 pm

Asking for business is my biggest problem too. I give kudos to James for writing an article that’s being so well received. He’s told me he’ll guest post again for us.

Susan Oakes
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October 17, 2010 at 12:06 am

Good tips in this post. I agree with Diane about research and I am surprised it still happens even though many companies have websites that contain so much information for a seller.
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Sherryl Perry
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October 17, 2010 at 5:55 pm

My daughter has been on a serious job search and most of the people interviewing her are surprised that she knows so much about the business/organization. I’d be surprised if someone I was interviewing didn’t.

keyuri joshi
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October 16, 2010 at 10:11 pm

All 10 suggestions are excllent. #2 is my favorite. Some of the most wonderful business relationships I have are a result of trust (stemming from honesty). These things provide peace of mind … which actually worth paying more money for!

Sherryl Perry
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October 17, 2010 at 5:53 pm

I think most of us prefer to do business with people we trust and like. I agree with you that peace of mind is worth paying extra for.

Terez October 14, 2010 at 12:48 pm

This is an excellent post. What I took away the most is to really listen to your prospective clients and be the solution to their problems. If you understand what they really want and need, then you can give it to them.

I also like how said to just ask for the deal. It’s simple, but I think too often we just wait around for a prospective client to come to us. We sometimes feel apprehensive about asking. I figure that a prospective client wouldn’t be surprised if you asked, though, so why not give it a shot?! They just might say yes.
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Sherryl Perry
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October 14, 2010 at 4:28 pm

Thanks for commenting Terez. I like the point James made about asking for the deal too. That’s always been my biggest challenge.

Keith Davis
Twitter:
October 15, 2010 at 1:26 pm

Me too Sherryl
Everything goes well until I get to clinching the deal or worse still… talking about money.
Not sure why.

My wife has no problem talking about money, but me!

Good guest post.
Some excellent points from James.
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Sherryl Perry
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October 15, 2010 at 1:31 pm

Keith, Maybe your wife should be your sales person. πŸ™‚ Unfortunately, my husband isn’t any better at closing a deal than I am.

Samuel October 14, 2010 at 5:25 am

Awesome post! Yea i agree with your points. most especially #2, 3,5,7,10. you’ve nailed the post! thanks a lot for sharing have fun.

Sherryl Perry
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October 14, 2010 at 4:24 pm

Thanks for commenting Samuel. James wrote a great article and he’s told me that we can look forward to hearing more from him.

Wes Towers October 12, 2010 at 9:51 pm

Excellent points here, James. I like first one best because research can really make our prospects and clients feel that we are an authority in our industry. This feeling will enable them to trust us into providing them the solutions to their problems, so all else will follow.

Thanks for sharing. πŸ™‚

Diane October 12, 2010 at 8:37 pm

James
I like your suggestions. One area that I feel people who try to sell me on a product or service fail to do is the research. Many times I have people ask me about my business, when if they took 10-15 minutes of time to check out my website properly they would actually know what I do, what I sell and who my possible customers could be. By doing this, they could then use some positive comments about my website or my business, without putting their foot in it. Before I go to meet a new customer, or a new customer has placed their first order with me, I then take the time to find out more about them, and to discuss their business or their work or their lives. Showing a genuine interest in my customers and their lives has helped my business grow significantly.
This is a great article with excellent points thank you.

Sherryl Perry
Twitter:
October 14, 2010 at 4:23 pm

Excellent point Diane. Customers and clients are always impressed when you’ve done a little homework ahead of time. It’s a great way of differentiating yourself. Thanks for sharing your experience with us.

Rick LaPoint October 12, 2010 at 8:18 pm

Just keep this list in your wallet and you’ll have 80% of what you need for affective selling. The other 20% will fill up your garage πŸ™‚

Nicely done.

Rick

Sherryl Perry
Twitter:
October 14, 2010 at 4:15 pm

I need to keep a list like this in my purse. πŸ™‚

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