Sounds like a no-brainer, right? Of course you can make a deal. After all, you are a salesperson. Yes, the closure is indeed a no-brainer in about one third of the cases. But in two-thirds of cases, the purchasing party has doubts and closing a deal can become the most difficult part of the sales process. How do you deal with the conclusion of the process? Do you use the aggressive but dated ABC method (Always Be Closing), or do you consciously put less pressure on your lead? To help you close your deals, we have listed a number of tips.

The closure starts earlier

Customers are becoming increasingly assertive and better informed. They are therefore no longer so easy to convince by methods of closing a deal that have been used in the past. Your closing no longer starts towards the end of the sales process, but at the beginning. Make a plan in which you work out in phases what you think the customer needs to be convinced. Leave him during it sales process already see your company and make the process personal as quickly as possible. You will then build a personal bond, which creates trust. What can also be a good idea is to personally introduce the team that will deal with the customer. This way your company gets a face, which makes closing easier.

Let your customer have a little taste

Making a purchase is not easy. Just put yourself in your customer's shoes. They choose a supplier, even though they usually have no idea whether the beautiful stories can be realized. This is especially difficult when providing services instead of products. Dare to make the investment to let your customer taste your product or service. For example, make your offer available for free for a short period or send a number of samples. This can greatly reduce the buyer's fear of concluding a deal and also indicates that you have confidence in the collaboration and in your offer.

Dare to remain silent and wait

Nobody likes long awkward silences. And yet they can make or break your deal. If at the end of a conversation you want to work towards the closing and you ask a question about it, it is best to pause for a while. Your customer needs time to sort out his thoughts. Many salespeople don't handle silence well because they think it equates to doubt. Dare to wait, dare to remain silent and encourage your customer to respond substantively.

Don't water it down

Stand behind your offer. During the sales process have you paid attention to your products or services and to your proposition? As we move towards closing, many customers will try to get the most out of the deal. And if they have doubts, they will ask you to adjust your offer. Be careful not to dilute too early and too much. Compromising is a sign that you have not shown the back of your tongue with your original offer. The danger is lurking, because your customer has a taste for it and your accommodating behavior will only try to purchase more of your offer.

“Just make a quote” is not a conclusion

You've had a good conversation and can quote bring out. Nice! Another step closer to closing. However, do not forget that your customer has not yet made any commitment by requesting a quote. It is very easy to ask 'if you can put your offer on paper'. This is often a way of turning you away or a way for the buyer to avoid having to reject you face to face. So always try to ask questions and be more specific when your customer asks you to prepare a quote after a conversation.