Closing: ensure success in negotiation

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Many people who watched it didn't like it. But if you dig deeper and ask, "Was the season really bad? What didn't you like about it?", the answers will be rephrased to something like, "Oh, I expected a lot more from this season and the finale."

We can make this comparison with sales. When most people hear a proposal in a negotiation, they create very high expectations, as this is the right time to generate value by presenting success stories and the benefits of the solution.

After this stage, many salespeople end up making a series of demands and demands for the customer to return the purchase, being truly annoying (even if they have reasons for it) and making the buyer give a response as quickly as possible. This attitude creates a feeling of discomfort and annoyance.

Therefore, at the closing stage, it is necessary to ensure that the expectations created in the proposal are met and the points of contact are established in a way that both parties feel comfortable.


Want to know how to successfully close a deal without Qatar telegram data being a boring salesperson? Then scroll down and continue reading the article!

What is closing in sales?
Many people who work in sales think that the last step of the process is the proposal, and they understand that the prospect should close the deal at this point. But the truth is that the proposal is not the final moment.

There is a later stage, called closing. To reach this stage, you need to generate commitments at each stage of the process to ensure that, after the proposal is presented, the lead is willing to establish a relationship with you and, thus, a Follow Up is developed.

In the closing stage, the expectation that was generated in the proposal must be met, thus creating a high climax closing, that is, expectation must be enhanced and the seller must generate even more value after the proposal, so that the prospect does not end up like Game of Thrones fans.

Preparation for closing
To successfully reach the moment of concluding the negotiation, you must go through the following steps:

1- Presentation of the offer
First, you need to present your offer well, creating mental triggers that will help potential customers move forward in the negotiation by understanding the benefits of your product. The strategies used in presenting an offer are designed to increase the perceived value of the solution, so that it is higher than the price that will be presented later.

2- Ask questions
The second step is to listen to the prospect. Ask them if they have any questions at that point and take the opportunity to understand the situation they are in. This way, you can adapt the next outings and proposals in the best way possible.

It is essential that these issues are resolved before presenting the investment for the negotiation, as this is the moment when the solution is validated and represents the closing of a cycle. Therefore, the best time to adapt the scope to the lead is before the investment presentation.

3- Feedback
Following the preparation for the closing, understanding what the prospect thinks of the proposal and collecting feedback is essential to moving forward in the process. At this stage, go back to the presentation, allowing the potential client to ask questions and make criticisms. The comments made at this point will help you define a better proposal and generate more value for them.

4- Analyze the objections
The fourth step can help you predict the future by understanding the possible reasons why a prospect might lose you. Understanding obstacles, objections, and problems is essential for you to know how to overcome them and win over your potential customer. You can read more about overcoming objections here .

5- Define the next steps
Have control of the process and be the person to define the exits and next steps of the negotiation after each point of contact.

6- Control the next steps
In addition to controlling the definition of the next steps, also control their execution. When you finish a meeting, mark the next point of contact on your prospect's calendar with an invite sent. Don't leave these definitions with your potential client, as they may end up forgetting or even delaying the negotiation. If you can always schedule a next meeting, your chances of closing the deal increase.

7- Follow Up
Follow-up is the process of monitoring the prospect. This step is essential in the process and, therefore, we will reserve a special topic just for it.
Follow Up
Follow-up, as mentioned above, is the monitoring carried out with the prospect throughout the entire pre-sale, sale and post-sale process. It includes all the points of contact made between one stage and another. One of the biggest mistakes made by people who work in sales is to think that this follow-up process only happens after the proposal.