How to Close the Deal

The deal is never really done until the cheque clears. Closing a business deal is a process that requires finesse, patience and excellent communication skills. So don’t count your chickens ‘til they’re hatched. 

Every aspect of the process of conducting a business deal has to be precise. Keep in mind that although every part is of equal importance, until funds have been exchanged the deal is not yet complete.

“Verbal confirmations and even signed documents are wonderful to have, especially the latter,” says Wakeel Alli, a Toronto senior financial rep for small businesses. 

“However, it’s important to always remain focused, and geared towards a positive outcome even after you feel that the deal is done,” he says. “In doing so, you would also be keeping the second deal or contract in mind as business is continuous.” 

If you’ve ever written ‘excellent interpersonal skills’ on your resume, now would be a good time to employ it. To conduct business perfectly is always hard, but your level of professionalism will determine greatly on whether or not you and a potential client will do business. 

You may have the best deal in town, the most amazing products and the idea of a life time, but if you’re proving hard to work with due to a lack of professionalism, you may have to move to another town, keep your amazing products in the box and wait a life time for another client to come your way. 

“Look your best, take every meeting seriously, and in doing so, your client will return the favour,” says Alli. “The definition of perfectly will differ from client to client, life experience by life experience. The best way to ensure perfection is to really listen to your client and get to know them.”

Time is limited in client meetings and life stories take time to tell, so it’s even more important to listen to your client and note the topics he or she brings up. Being strategic in your topic choices, will add to your professionalism and will ultimately increase your chances of landing the big deal. We all do business with people we know, like and trust, so if you can manage the ‘know’ and ‘like’, the ‘trust’ will follow and so will new business. 

“Invest time with the buyer before the presentation making sure they are truly emotionally connected to your product or service,” says Don Spini, CEO and author of the #1 Best-Seller of Sixty-Seconds to Yes. “Remember the client is there to say yes to something, but if they are not in the high-value state of mind, the cost can seem too much. Build great rapport and truly elevate their perception of value before the presentation.”

Business is a part of life, and the same tactics and strategies that you utilized in your life to be happy and accomplish life goals, will be the same that you use in business. Be confident - surround yourself with positive people with proven success. 

“There is no evidence selling works. Making decisions work because we all make dozens of decisions everyday,” says Spini. “And guess what? We do so without a sales person helping us! Think about that. Influential people know this process and know how to initiate it in others and navigate them to a ‘yes.’”