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Making closing more comfortable

If trying to “close” a deal creates anxiety for you, try looking at this from a different perspective. You have worked hard to create and promote the value of the solution(s) you offer. Trying to close a deal is really asking the client for their perspective...so, stay curious...



Reframe “closing” as “continuing the conversation”

Let’s assume you have done a great job with gathering information you need, have presented solution(s) that resolve the client’s challenges and align to their timeline. This is when you want to ask “open ended” questions (start with who, what, when, where or why). For example:


  1. What do you think about how I have summarized the challenges you shared?

  2. How have we done regarding understanding your goals?

  3. How does our approach to implementation align with your timeline?

  4. Which of the solutions I have shared align best to your goals?

  5. When / how would you prefer to start?


Practice

Once you have decided on questions you want to ask, practice (at least) this part of the client meeting with a co-worker/partner. Repetition will increase your comfort level.



Write your questions before the meeting

Preparation is a big key to being comfortable. Writing the questions where you can easily see them during the call with the client will help you stay on track and increase your chances of success!


Marc Kitz, Sales Coach

860-836-8979


Checkout my Sales Coaching blog - https://marckitz.com/


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1 Comment


Stephanie Davis
Stephanie Davis
Dec 01, 2023

Steph- I like the way you organize steps to practice. This can decrease stress.It’s true the client needs to feel that you want to solve the problem.

Also decreasing distractions during the call is helpful.

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