Christine Comaford shares her best four tips on how to CLOSE the deal. http://www.bit.ly/97KnyV
What’s the MOST important part of what your company does? If you answered accountability or responsiveness or even quality control, you’re wrong. The MOST important thing, every day is: Close the Deal. After all, EVERYTHING stops if you can’t do this.
Remember these four vital ingredients:
#1. Closing is about confidence. You have to KNOW that you kick butt and know that the rest of your formula (i.e., accountability, responsiveness, QC, etc.) is solidly in place.
#2. Also, if your prospect feels you have confidence in your solution, THEY will have confidence in your solution.
#3. Remember, confidence comes from preparation + a quality product you believe in + using the Confident Stance (if nervous, focus on something you are great at: parenting, a hobby, being a terrific friend, etc. Feel that energy in your body and posture – then have at it). You are holding a solution they NEED, they are in PAIN. It’s a great match – so no reason to be nervous at all.
#4. If you are nervous – or even if you’re not – role play your final presentation in advance and prepare answers to objections. There’s NO reason not to be prepared. This is how you HELP your prospect to work through their process and see your solutions.
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