3 Keys to Closing a Big Deal

Closing the big deal is one of the most exciting and stressful events in the life of a salesperson or entrepreneur.

I’d like to share with you 3 things that are key to closing big deals and gaining new clients.

Know your customer

If you’ve positioned yourself to be near closing a big deal, chances are, you already know quite a bit about your client. Make sure you take the time to research the smallest of details that others might not know and make sure you weave this information into your discussions.

Knowing your client doesn’t just mean understanding them-it means understanding their competitors, their market, where they excel and where they could generate additional revenue. Don’t be afraid to make your customer aware of the knowledge that you have – phrased correctly, it shows wisdom, not arrogance.

Offer measurable solutions

Often times, sales terms and customer relationships are filled with buzz words and terms that sound good, but don’t necessarily mean that they are understood.

In your discussions, use terms that are simply defined with definite goals in mind. You can still be well-prepared and considered an expert while utilizing goals and language that allows for mutual understanding and expectations.

If goals and objectives aren’t clearly defined, it can lead to dissatisfaction not only on the client’s part, but on yours as well. What may have appeared to be a dream client could end up being a nightmare due to a lack of measurable ideals agreed by both parties.

In nearly all large deals, multiple people are involved in the decision.  In fact, we are seeing the number of people involved in the decision making process continuing to climb.  Using clearly defined solutions also allows the process to move faster when there are multiple people making the decision. Often times, there will be various team members from different divisions involved. By stating, “This is the issue, these are the goals, this is how goals will be measured”, it gives everyone a simple understanding of expectations.

Embrace your own worth

In an effort to gain a big client, occasionally people sell themselves short or make deals that ultimately end up costing them in the long run.

If you are skilled at what you do, underselling yourself or agreeing to terms that are less than fair market value can actually make you appear to be worth less than what you are.

You should want to work with clients that appreciate your expertise and professionalism, and recognize that paying you fairly for your skills and time investment is a fair way to work. Appreciation should flow both ways; you should be grateful to gain a big deal or client, and they should be excited about working with someone of your caliber.

If you feel as though you are being undervalued or that they are trying to make you agree to terms that seem unfair, don’t be afraid to politely and professionally point out your assets, and in due course, walk away if your gut tells you that you are undervalued.

Knowing the value of your services lets potential clients understand that you’re confident. Big customers want confidence when it comes to critical projects and initiatives.