Main menu

Pages

The art of making deals

The art of making deals
The art of making deals


When we own a good or service, or, in general, when we have something to offer, we need to make deals, and although this is one of the basic skills in marketing and sales science, it is very necessary for emerging entrepreneurs and small and medium enterprises.


An entrepreneur, whatever the size of his project, needs money, which he will only be able to get by making many deals, but this requires familiarity with some skills, which we will try to indicate in the following lines:


I know what you have


When you make a deal, the first thing you need to do is realize the value of what you have, what you want to offer to the other, what it represents to the other, that is, try to focus on the added value of that offer that you give to this or that customer.


It's about, then, having good product Knowledge and being fully aware of the customer's needs, and what the problem is facing, which is that problem that your product will solve.

In exchange for your knowledge of your product, you have to include the other party's desires and needs. Before you go and meet a client, you need to prepare yourself well, understand the client's problems, what exactly he is looking for, and then work out the necessary solutions, which you can offer to that client.


In any case, you should not forget, as a salesperson, to make the deal and finish the sale, but it is imperative that you know the different ways in which you can make this or that deal.:


1-Trial close


It is one of the most common ways of making deals; it is used by many experienced salesmen to feel the pulse of the customer, knowing his intentions and desires. Say, for example, to the client during the interview or meeting with him: is what we have talked about so far satisfactory to you? Or can the contract be signed after a meal or a cup of coffee? You might take another approach: if the offer we've made meets your ambitions, would you mind signing this deal by the end of this month?


Or other methods that are all about knowing the intentions of the client, his impressions of the offer you give him.


2- Direct Close


This direct method of making deals is used when you are confident that the potential customer has the desire to buy or sign the deal, at which point you, as a salesperson, will be allowed to ask him, and directly, to sign the contract of the deal.


3- The Pressure Close


This is one of the smartest ways to make deals; you work to make the customer have the need, and your product is the lifeblood for them. The idea here is to put the client under the pressure of desire and need for what you offer.


4- The Negotiated close


Sometimes you may find the customer you went to offer a product to, or ask him to sign a deal, arguing, or wanting to lower the price To make a haggle, at this moment the sales man has to play a negotiation game with him, and use all his skills in the art of negotiation; until he reaches a satisfactory settlement


5- The Alternative Close


You may find the solution, the product, the service you provided to the customer unsatisfactory or convincing, and then you should move on to offering alternatives, solutions and other options, one of which can be satisfied or appreciated by the customer.


6- The Assumptive


If you are completely confident that the client wants to sign the deal, and to sign the contract, this method is very feasible, you do not give him the opportunity to think about acceptance or rejection, but you will directly ask him about the time during which he wants to sign the contract, or ask him what impression his competitors will have once


7- The Rebound Close


The customer may reject your offer, or tell you: I do not have the financial capacity to pay for this product, then you must provide payment facilities, such as paying part of the amount at this time, with the rest paid in successive instalments.


Conclusion

The idea is here in possession of certain skills enable you to control the client, polite, and push him to sign the transaction or contract with you, and that's the end sought by every man Sales.


Read also: