How to Close Deals?

This content is a short summary of the Skills21 Masterclass ‘How to close deals?’ delivered by Abdsattar Bahri.

To sell a product, we need to uncover the pain and pitch the product as a solution in order to convince the lead to buy. But, when we face objections from the lead, we need then to negotiate.

Sell me this pen

The first thing to do is to always ask questions to uncover the pain.

So, we begin by open questions that encourage the lead to talk and then we try to narrow the conversation in order to assess the exact pain.

When asking questions, we have to ask for permission and we explain well the reason.

After that, a good sales rep needs to summarize.

Faced with an objection (for example, the price is too high) the sales rep finds himself generally in a weak position. That’s why he justifies himself by looking for other arguments.

This is the wrong way to handle objections.

Indeed, to handle objections, we need always to reformulate what the lead said. In the case of the price, we can say “So, as I understood, you found the price so high.

Reformulating proves that the sales rep is truly listening.

After that, we ask a question “Is the price the unique reason that stops you?

The objective here is to pinpoint all the objections.

If the lead is insisting on his objection, the fact to be silent for a moment and then insisting on the same price without trying to negotiate can empower the sales rep.

To close a deal, the better way is to sell without making concessions.

How to pitch using SIMAC

SIMAC is a pitching methodology that has proven very successful in commercial and business contexts. The method originates from Procter and Gamble’s persuasive selling format.

The method helps you create a pitch that contains five successive steps :

1. Summarize your Situation;

2. State your Idea;

3. Explain the Mechanism of your idea, how it works;

4. List the Advantages of your idea, its key benefits;

5. Conclude your pitch and define clear next steps.

The method is universal and works in many situations: advertising, startup pitch, business presentations, and even personal life.

If you are interested in pursuing a sales career, Skills21 is the right solution for you. We help you, not only develop tech sales skills but join promising startups in the MENA and Africa. To get more details about us, please visit https://www.getskills21.com/