Category Archives: Close of business deals
How to Close a Sale? Generate Urgency!
In my previous post we provided 3 closing techniques for getting a client invested in the deal. Today I will review creating urgency in how to close a sale. The Close of business deals can be frustratingly slow. The solution is to generate urgency at every juncture so that you create action that moves the deal forward and, in turn, builds velocity toward the Close.
Consider the complexity of many sales initiatives and the stakeholders involved in decision making. To elevate the urgency, you need to understand what the triggers and dynamics are internally and then build upon that.
Risk is a huge trigger for many clients. While they might consider the risk involved in going forward with a project, you can focus on the risk of not taking action. If you can quantify the risk of not moving forward, that’s even better because that elevates the sense of urgency around action, which gets people to mobilize and commit.
For example, we have recently worked with a company that has a relatively high Net-Promoter score. In this scenario, they want to go from good to great, and to do that, they have to engage with their clients in such a superior fashion that it clearly differentiates them from their competitors. The problem is there has been some leakage in scores that could impact their future. The level of urgency for action is high, » Continue Reading.