How to Get That Deal?

There is no doubt about it. Closing deals in a corporate setup or B2B meeting is an art. It is one thing to show up to a meeting, but it is another to leave with a signature on the dotted line. The pitch is your golden moment, and the way you approach it can make or break the deal. I have learned, through trial and error, that there are a few must-follow steps that increase the odds of success. Want to ensure you are sealing deals more often than not? Let me share what is worked for me.

1. Timing Is Everything: Find the Right Time to Meet

A pitch starts long before you walk into the meeting room. Scheduling your meeting at the right time can make a world of difference. Think about it as catching someone at the wrong time when they are stressed, preoccupied, or nearing a deadline can doom the conversation before it starts.

I always do my homework on my client’s schedule. Are they more open to discussions in the evenings when they are wrapping up their day? Maybe they are more receptive to a quick chat over the weekend? Once I figure that out, I aim for a time when I know I will have their full attention. Trust me, this small detail sets the tone for everything else.

2. Stay Simple, Stay Presentable

Simplicity is key, and that applies to how you present yourself too. Personally, I am a fan of keeping things simple and neat. You do not need to show up in an expensive suit to make an impression, but looking clean, professional, and comfortable goes a long way.

When I am comfortable in my own skin, the client can sense it. It puts them at ease, and when both sides are relaxed, the conversation flows more naturally. It is not about impressing with flash; it is about being approachable and confident.

3. Prepare Multiple Pitches: Flexibility Is Your Friend

If there is one thing I have learned, it is that no two meetings are the same. You never know if your client will have 10 minutes or an hour to spare. Maybe the meeting runs smoothly, or perhaps something unexpected derails it. That is why I always have multiple versions of my pitch ready to go.

I keep a short and sharp version for when time is tight?and a more detailed presentation if we have the luxury of time. I also ensure I have a few options in my back pocket because, let us face it, sometimes Plan A does not land the way you expect, and you need a Plan B or even C.

Being adaptable and having a backup strategy for different scenarios shows you are prepared and ready for anything.

4. Know When to Get Technical and When to Hold Back

This one took me some time to master. In my earlier days, I would either bombard clients with too much technical jargon or underdeliver, making me seem uninformed. The balance is tricky but essential.

Here is what I have found works best: do not bring your technical team in for the first few meetings. As a salesperson, it is on you to know enough technical details to confidently answer questions, but not so much that you overwhelm the client. Too much detail and you risk boring them; too little and you might seem like you do not know your product.

Learn the sweet spot from your technical team, understand what is important for the deal and leave out the rest. Remember, the goal is to entice, not to drown them in information.

5. Make a Lasting Impression in a Good Way

One of the most overlooked aspects of a sales pitch is how you come across to the client as a person. Sure, your product might be impressive, but do they remember you? How you speak, your gestures and even the way you wrap up the meeting can leave a lasting mark.

I have always made it a point to end meetings with a friendly note whether it is a light-hearted comment, a memorable story, or just a unique way of summing things up. The goal is to stick in their mind, not just as the guy who pitched a product but as someone, they enjoyed meeting. That kind of impression can make the difference between a follow-up and radio silence.

6. Follow Up Like A Pro

Knowing when and how to follow up is crucial. Here is my secret: I ask the client directly when they would like me to follow up. This does two things: it shows that you are respectful of their time, and it gives you a solid date to check in.

Before I leave any meeting, I make sure to summarize our next steps. I ask the client for a time and what they expect from both sides. This way, the follow-up feels natural, not like I am pestering them.

What If You Don’t Close the Deal?

Here is the reality: even with the best pitch, you will not close every deal. And that is okay. My conversion ratio is not perfect, and I have had my share of “no’s.” But that is not the end of the road. Some of my best connections came from deals I did not close.

For example, after one meeting where I lost out on a deal, the same client referred me to someone else, which led to an even bigger opportunity. The key is to keep building relationships, even when you do not get the immediate outcome you hoped for. I always follow up with the same care, whether or not I land the deal, because you never know where the next opportunity might come from.

Sales is about so much more than just delivering a great pitch. It is about being prepared, being memorable, and most importantly being adaptable. No two meetings are alike, but with the right approach, you will increase your chances of walking away with that handshake.

And even when things do not go your way, remember that each meeting is an opportunity to grow, learn, and connect. Deals are great, but relationships are even better. So, what do you think? Did I miss anything? Let me know and let us keep the conversation going!

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