The most expensive deal in baseball history was finalized this February in a casino.
The Phillies pursued outfielder Bryce Harper for months, introducing him to some of Philadelphia’s finest, sweet talking him in the high-backed gold leather booths of the ARIA resort in Las Vegas, and ultimately offering him the most expensive deal in baseball history ($330 million over 13 years).
At age 26, Harper signed the longest contract in baseball history. In a casino that radiates the fragrance of mid-century Hollywood, the showmanship of the atmosphere embodied the glamour of the agreement. It was an epic conversion.
Just Sign on the Dotted Line
Sale-closing conversations can be nerve-wracking and nuanced.
No matter how impressed people seem during your presentation, there’s no telling whether they will postpone or look elsewhere. After wooing your customer, it’s time to take the plunge and ask for a commitment.
Here are a few keys to make this step easier.
Identify the Decision Maker
To close a deal, be sure you’re actually talking to the person in the driver’s seat.
In some cases, supervisors send scouts in to assess the options, but they do not have decision-making authority. In this case, be sure to customize your pitch to the decision maker or do whatever you can to arrange a meeting or phone call with this individual.
Offer a Solution
Sales can seem pushy if they center around your product or package.
When working with a prospect, do your best to provide a holistic solution that meets their business needs. If a consulting relationship would be better than a particular product, consider how you can flex options or offer a better fit.
Solutions-focused conversations include re-stating customer concerns, asking clarifying questions, overcoming stated objections, or possibly returning later with more information.
Be genuine and assure clients that you care about their business (and not just the sale).
Attach a Deadline
No decision is, in itself, a decision.
It’s human nature to shy away from commitment, and your job is to help people overcome this inertia. Offer incentives to commit: a discount, a free add-on, or a trial subscription to start.
Incentives give your prospects a reason to make the decision NOW, giving them confidence that they have the upper hand in negotiation.
Ask for Next Steps
After any customer call or completed action item, ask your prospect how they would like to proceed.
If they are uncertain, make suggestions or ask pointed, closing questions.
Here are some options to get you started:
- Why don’t you give us a try?
- Ready to move forward?
- Why don’t I send over the proposal now?
- It seems like this is a good fit for your company. What do you think?
- If we throw in ____, will you sign the contract today?
- If we could find a way to deal with _____, would you sign the contract by ________?
- You’re interested in X and Y options, right? If we get started today, you’ll be up and running by ___.
- Unless you have any other questions, I think we’re ready to move forward!
- When should we begin your _________?
- What are your next steps?
- Why don’t I leave you with ____ and follow up ______?
Being a courageous, tactful closer is one of the most important techniques you can master.
Use incentives, closing questions, and solutions-based options to move your prospects to action. Superior networking tools will only strengthen your ask, so visit with us today about printed pieces that can help you seal the deal!
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