As for the last point, from the very beginning
Posted: Sat Dec 28, 2024 10:57 am
of the conversation you need to clearly understand the main goal of the meeting, that is, what you should lead the client to. In large transactions, this is not necessarily a sale. Acceptable options for obtaining commitments look like an agreement on the next meeting, testing new material, recording the contacts of the decision maker (DM), the buyer's consent to attend a product europe dataset demonstration, signing a "protocol of intent" or something else that really advances the process of successful completion. Four rules for closing a deal N. Rackham suggests four rules for successfully closing a major deal. The first of them once again emphasizes the importance of points 2 and 3 - research and demonstration.
Until the buyer decides that he needs the product or service offered by the seller, there will be no order. Therefore, it is necessary to select problematic and extractive questions as best as possible so that the client understands the importance of the problem and the benefit of buying even an expensive product to solve it. (In such a case, it often happens that the client himself closes the sale). The second rule is to check whether all important issues have been taken into account. That is, to ask directly whether everything has been discussed, or whether the quality of a point or detail needs to be covered further. "Are there any other points I should dwell on?" - this is fine, too.
Third, sum up. Remember that meetings to hold negotiations in large sales often drag on, the buyer may forget something, or even worse, not understand or completely overlook it. So, before talking about receiving commitments, it is necessary to make a short summary, in which all the main points will be summed up. This helps to concentrate. And finally, offer commitments. The fourth rule emphasizes that a successful salesperson in negotiations on a major deal does not ask the buyer if he would like to…, but offers him to move on to the next step – to test the product in real conditions, to set a date and time for the next meeting, to sign the necessary documents.
Until the buyer decides that he needs the product or service offered by the seller, there will be no order. Therefore, it is necessary to select problematic and extractive questions as best as possible so that the client understands the importance of the problem and the benefit of buying even an expensive product to solve it. (In such a case, it often happens that the client himself closes the sale). The second rule is to check whether all important issues have been taken into account. That is, to ask directly whether everything has been discussed, or whether the quality of a point or detail needs to be covered further. "Are there any other points I should dwell on?" - this is fine, too.
Third, sum up. Remember that meetings to hold negotiations in large sales often drag on, the buyer may forget something, or even worse, not understand or completely overlook it. So, before talking about receiving commitments, it is necessary to make a short summary, in which all the main points will be summed up. This helps to concentrate. And finally, offer commitments. The fourth rule emphasizes that a successful salesperson in negotiations on a major deal does not ask the buyer if he would like to…, but offers him to move on to the next step – to test the product in real conditions, to set a date and time for the next meeting, to sign the necessary documents.