Helping small businesses market their products and services is still quite profitable.
Smart small business owners know they must be online if they want to survive. But they don’t have the time to learn digital marketing.
This video series was made for online marketers who want to close deals with online or offline businesses.
For a lot of people, the thought of having to sell can be intimidating.
This step by step, 6 part video series takes you by the hand and shows you how to close deals without selling.
Topics covered:
Objections
Three Things They Want
The Method
Method Expanded
Go Narrow
Closing a deal successfully involves a combination of effective communication, persuasion, and relationship-building skills. Here are some deal closing secrets to help you achieve better results:
- Build Trust and Rapport:
- Establish a strong relationship with the prospect based on trust and rapport. People are more likely to do business with those they like and trust.
- Listen Actively:
- Practice active listening by giving your full attention to the prospect. Understand their needs, concerns, and objectives before proposing a solution.
- Ask Open-Ended Questions:
- Encourage the prospect to share more by asking open-ended questions. These questions typically start with “what,” “how,” “why,” or “tell me about.”
- Understand the Prospect’s Pain Points:
- Identify the prospect’s pain points and challenges. Tailor your proposal to address these specific issues, showing how your product or service can provide a solution.
- Highlight Value, Not Just Features:
- Focus on the value your product or service offers rather than just listing its features. Explain how it can benefit the prospect and solve their problems.
- Overcome Objections:
- Be prepared to address objections or concerns the prospect may have. Anticipate common objections and have well-thought-out responses ready.
- Trial Closes:
- Throughout the conversation, use trial closes to gauge the prospect’s interest and willingness to move forward. For example, “If we can address [specific concern], would you be ready to proceed?”
- Create a Sense of Urgency:
- Encourage the prospect to take action by creating a sense of urgency. Highlight limited-time offers, special promotions, or the benefits of acting quickly.
- Provide Social Proof:
- Share success stories, testimonials, or case studies that demonstrate how others have benefited from your product or service. Social proof can build confidence in your offering.
- Use the Assumptive Close:
- Assume the sale by phrasing your questions and statements in a way that implies the prospect’s readiness to buy. For example, “When would you like to get started?” instead of “Would you like to get started?”
- Negotiate Effectively:
- Be a skilled negotiator. Find common ground and seek mutually beneficial solutions. Avoid making concessions too quickly, but be willing to compromise when necessary.
- Handle Objections Gracefully:
- When objections arise, respond calmly and professionally. Seek to understand the objection fully before offering a solution. Avoid becoming defensive.
- Trial Offers or Guarantees:
- Offer a trial period or satisfaction guarantee to reduce the prospect’s perceived risk. This can make them more comfortable with the decision to move forward.
- Close in Person or Over the Phone:
- Closing deals in person or over the phone often yields better results than relying solely on written communication. It allows for more personalized interactions.
- Follow-Up:
- Don’t underestimate the power of follow-up. Many deals are closed during the follow-up process. Stay in touch with the prospect, provide additional information if needed, and address any remaining concerns.
- Celebrate the Close:
- Once the deal is closed, celebrate the success with the prospect. Show appreciation for their business, and reaffirm your commitment to their satisfaction.
- Continuous Improvement:
- Continuously analyze your closing techniques and outcomes. Learn from both successful and unsuccessful deals to refine your approach.
Remember that closing deals is not about pressure or manipulation; it’s about helping the prospect make an informed decision that benefits them. By building trust, demonstrating value, and addressing objections, you can increase your effectiveness in closing deals and building lasting customer relationships.