How do you close deals with customers and partners?

1 Establish rapport

The first step to closing a deal is to establish rapport with your potential customer or partner. Rapport is a feeling of connection, mutual understanding, and respect that makes communication easier and more enjoyable. You can build rapport by showing genuine interest, listening actively, using positive body language, and mirroring their tone and style. Rapport helps you create a positive first impression, reduce resistance, and increase likability.

2 Ask open-ended questions

The second step to closing a deal is to ask open-ended questions that elicit information, opinions, feelings, and preferences from your potential customer or partner. Open-ended questions are those that cannot be answered with a simple yes or no, but require more explanation and detail. They help you uncover their needs, goals, challenges, and motivations, as well as their expectations and concerns. Asking open-ended questions also shows that you care, that you are curious, and that you value their input.

3 Provide solutions

The third step to closing a deal is to provide solutions that address the needs, goals, and challenges of your potential customer or partner. Solutions are not just products or services, but benefits and outcomes that solve their problems and satisfy their desires. You can provide solutions by highlighting your unique value proposition, demonstrating your expertise and credibility, and using stories and testimonials to illustrate your results. Providing solutions also involves tailoring your offer to their specific situation and budget, and showing how you can deliver on your promises.

4 Handle objections

The fourth step to closing a deal is to handle objections that may arise from your potential customer or partner. Objections are not necessarily rejections, but signs of interest, curiosity, or uncertainty. They may stem from a lack of trust, a lack of urgency, a lack of clarity, or a lack of value. You can handle objections by acknowledging them, empathizing with them, reframing them, and resolving them. Handling objections also requires you to anticipate them, prepare for them, and avoid them whenever possible.

5 Ask for the sale

The fifth step to closing a deal is to ask for the sale, or the commitment, from your potential customer or partner. Asking for the sale is not pushy or aggressive, but confident and assertive. It shows that you believe in your solution, that you respect their time, and that you are ready to move forward. You can ask for the sale by using direct or indirect closing techniques, such as the assumptive close, the alternative close, the summary close, or the trial close. Asking for the sale also involves recognizing the buying signals, such as nodding, smiling, asking questions, or agreeing with you.

6 Follow up

The sixth step to closing a deal is to follow up with your potential customer or partner after the initial contact, presentation, or proposal. Following up is not annoying or desperate, but professional and courteous. It shows that you care, that you are reliable, and that you are interested in their feedback and satisfaction. You can follow up by sending a thank-you note, a reminder, a confirmation, or a referral request. Following up also helps you maintain the rapport, address any concerns, and secure the deal.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?