The worst mistakes you can make before signing a contract

Business meetings usually have one common goal, namely closing the sales cycle and signing a contract or an order. And it is this last phase with which some salespeople have issues: immediately before signing a contract they often make mistakes that undermine everything they have achieved during the whole meeting.

Here are the five worst mistakes you can make in the closing phase of a meeting.

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1. The close is not gradual

According to the HubSpot blog, it is best to close a deal gradually. First, you should agree with the prospect on the partial parameters of the product, on the price, means of delivery and the due date. Only when you have these partial agreements can you switch naturally to the signing itself.

2. Unhandled objections

If the prospect has doubts or objections that you have either pretended not to notice or not dealt with in the hope that the prospect might forget about them, this can often show up precisely in the closing phase.

3. Unclear procedure

The client should know what will happen at the meeting, what is on the agenda and what the aim of the meeting is. If the prospect does not know what is happening, they might feel unfairly treated, retreat into their own shell and in the end not sign the contract.

4. Pressure

Pressing too hard when trying to close sends a signal to the prospect that something is not quite right and you are trying to close the deal at all costs. Never put too much pressure on prospects.

5. Not understanding the decision process of the client

No matter whether it is B2B or B2C, every client is unique in the way they decide about the purchase, the information they require and how many people are involved in the decision. Do not automatically assume the prospect is the only decision maker and always check in advance what the decision process will look like. 

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Article source HubSpot Blog - marketing and sales blog of the HubSpot company
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