Closing Sales with Large Clients: Some Tips
If you are a salesperson, corporate executive or a business owner, try remembering the thrill the first time you closed a sale. The adrenaline rush of that final handshake, assuming it was an in-person close, is a feeling that never gets old in the sales arena.
Are we right or are we right?
But closing a deal can be a challenge. Sometimes, clients and customers go above and
beyond their demand lines. And if you don't meet their requirements, they will move on to someone else who will, often at the expense of quality, service or results. To ensure your best chances, especially when closing the sale when large clients are concerned, you need excellent and well developed sales processes and techniques.
Five Best Negotiation Techniques
You can hardly control your client’s demands. You can, however, get the lay of the land while closing a sale by subtly, but effectively, influencing their responses. A successful salesperson knows exactly how to do that. Doing this usually involves a smart play of negotiation techniques and great listening skills.
Here are some great negotiation techniques that are guaranteed to assist you in closing a deal. Play your cards right and close more sales.
Assuring an Open Line of Communication and Understanding your prospect
Believe it or not, this step is one of the more crucial determiners of how your sales deal closes. Research shows that over 19% of potential buyers connect better during this stage.
What you need to prove under this strategy is that you understand your prospect’s
requirements. In fact, it even lays the foundation for things like brand recall and loyalty. After all, this place is where you begin establishing a sense of trust and an open line of communication with the prospect.
Use your voice of persuasion to confirm assurance. As you present your sales pitch, product or service offering, adjust the rate and tone of your speech. Make this modification based on the simultaneous responses you receive from the prospect. This step holds their attention as you harmonize it with other effective strategies to land the big client.
Put Your Client in the “Driver’s Seat”
Among all the well-researched and backed strategies, this one calls for theatrics. But that is mostly because you are still going to be the one in the driver’s seat. Confused?
Well, as you present your pitch, you want to make the prospect feel like they’re in control of whatever happens next. You can begin by indulging them in a conversation that focuses on them. That’s the typical rapport building strategy, implemented as time permits.
Meaning, ask your potential customers about their goals or what they’re looking for in you.
Furthermore, check if these goals are for the year, or quarter.
By asking them about the timeline, you will show them that you acknowledge their needs with urgency. It also puts forth values of priorities, respect, and consideration. Enterprise clients who are not new to the game, appreciate feeling like they are the ones in control.
Focusing on How You Deliver the Sales Pitch
You briefly read about modifying the rate and tone of your speech while delivering the sales pitch. However, sometimes you also need to make instantaneous changes to the same content.
While it may catch you off-guard, always check for how your prospects are reacting to you. This assumes you’re in front of the prospect.
If you see a negative reaction, you have two ways to respond:
• Try to spend the least amount of time on that point. Do not spend time elaborating it any further if you think it might make your case worse
• Suggest that this aspect of the sale is open for negotiation. By offering flexibility, you will succeed in holding your client’s attention and interest for longer period of time
If you have a positive reaction, try to build on it further. Unlike the previous scenario, you want to elaborate on it as much as possible.
People want to hear what they like, and you must consider it, especially when dealing with large clients. It adds to the purpose of establishing trust between the two of you.
One way to show your clients that you will not give up on their needs is by showing them your commitment. And what better way to prove your commitment to them than being persistent? Did you know that it takes at least 18 calls to truly connect with a large client in most cases? Yes, that seems like an enormous amount of effort. But if sales were easy, everybody would be doing it!
So, along the lines of the first two strategies, invest your time in being persistent. One way to do so is by anchoring your past pitch in data. Zora’s Tien Tzuo’s pitch perfectly speaks of their success story through this strategy.
The last thing you want to do is come across as a cold salesman or saleswoman. Neither do you want to seem unresponsive after you have assured them of your promises.
Even while presenting the sales pitch, therefore, take a mini-step to set the pace on this one. It will show your clients your willingness and involvement.
Remember, 60% of the buyer demographic connects with you during the consideration stage. For you to get there, you must begin by taking the initiative.
All of the above five strategies focus on building trust with your potential buyer. Regardless of what you are selling though, your client will not do business with you if they find you unreliable and not confident in your offering.
Therefore, incorporate these negotiation tactics in your next sales pitch with a big client. If they notice many pieces are missing on your end, they will turn to some-one else, and you will lose the sale.
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