Closing Corporate Deals

The old school way to close sales was to metaphorically (sometimes physically) back your prospect into a corner where they had no choice but to buy from you.

Not a great way to build long-term relationships. Or get repeat business.

With corporate whales, those types of shenanigans won’t wash.

Not with their multiple departments, reporting structures and seemingly countless approval levels.

And nor should it.

You’re a professional, offering a professional product/service, to fellow professionals.

There are completely different, and infinitely better, ways to seal the deal with sophisticated buyers.

Here are some of them:

1. Chart the Customer’s Journey

Do Your Homework:

Get to know your potential clients inside and out. What are their needs, pain points, and motivations? What are the internal hoops they need to jump through? The more you know, the better you can connect with them.

Map the Journey:

Create a detailed map of your buyer’s journey. This helps you identify key pain/touch points and decision-making processes.

2. Prepare for the Meeting

Preparation is Crucial:

Know your numbers, understand the client’s budget, and have clear, responses to their needs ready. Make it easy for them to buy.

Win-Win Approach:

It’s all about mutual benefit. Listen to objections and be ready with solutions that address their concerns without compromising your value. If they can’t or won’t make the deal work for you, walk away. Every deal that you make that isn’t fair to you will always end in tears – usually yours.

3. Integrate Case Studies into Your Pitch

Show, Don’t Tell:

Leverage success stories and testimonials from your satisfied clients. Real-world proof of value you deliver can significantly tip the scales in your favour. Make sure your case studies are relevant to your prospect and highlight tangible results you’ve helped them to achieve.

4. ‘Us’, Not ‘Me’

Shift the Focus:

Frame your pitch to highlight how your solution benefits their business. You’re now part of their team (even before you are) so use ‘we’ , ‘us’ and ‘our’ to create a sense of partnership and collaboration, rather than just selling a product.

5. Remove Obstacles to Closing

Clear the Path:

Address any last-minute objections or concerns. Provide clear, concise information and make it easy for your client to say ‘yes’.

6. Paint the Picture

Show It:

Use visuals to demonstrate how your product or service works in real-world scenarios. Visual aids can help your client better understand the benefits and potential ROI, making the decision easier.

7. Leverage Technology and Automation

CRM Tools:

Use CRM tools to track interactions, set reminders, and automate follow-ups. This keeps your sales process organised and efficient.

Data-Driven Decisions:

Use analytics to understand trends, measure performance, and refine your strategies for better results.

8. Follow-Up, Follow-Up, and then Follow-Up Some More

Stay Connected:

This is where you can burn off your competitors; most people give up too quickly and easily.

Send personalised follow-ups that add value, whether it’s through insights, relevant content, or a simple check-in call. Don’t be afraid to be persistent (not too frequently, of course), and always keep the tone helpful and respectful.

Be Persistent, Not Pushy:

Find the right balance between persistence and respect for your client’s time and situation.

Always remember that closing corporate deals is not just about making a sale – it’s about establishing and building lasting partnerships.?

Keep adding-value, refining your strategies, and showing up, and success will follow.

To see how we can help you, book a session with us here.

If you’d prefer to receive this newsletter via email, please sign up here: https://bit.ly/landingwhales. Plus, you’ll receive a free copy of my book ‘Customer Romance: How to build your brand one customer at a time’.