Almost anybody can close a straight-forward deal. But what happens when the client runs out of their budget, or the competition decides to cut prices in half? This, too, can be dealt with, but only the best sales men know how to do it. Do you want to know?
1. They plan. They assume all kinds of vigorous objections before they arise.
2. They spot the problem early. They believe their instinct that something about their almost closed deal is not right. A reason to believe such intuition can be that the client does not return their calls, or does not ask about things that they should be asking.
3. They are persistent. When they refuse to admit that they lost the deal, the other party will likely note their determination and confidence in their products.
4. Respond quickly. They react swiftly adressing everything that comes up. The very best is to add new information that may be important for the prospect. They simply create new weapons and use them.
5. They impeach the competition. One of the following tactics can be chosen:
- Straight fight, where it is clearly demonstrated at what key areas the product is superior.
- Challenging competitor at the eleventh hour. This is the most effective technique, but it requires good timing and good knowledge. It is absolutely essential to know a lot about the competitor's company and their weaknesses.
- Rather than fighting with the competition, they focus on creating a competitive advantage in the company of the future customer. They will help them win over their competitors.
6. They are consistently in touch. Maybe the next time they call at a better time and the client will sign a contract. If they stay close-by, they will more likely discover an opportunity to rescue the deal. The key is to be in the right place at the right time.
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