There are loads of tips on how best to close a deal. But one of the smartest tips according to me is to create a feeling of “There’s no time to lose”. Here are three ways to go about doing so. And a little warning about not rushing it too much.
Give the customer a little stomach ache
Have you ever felt that nagging feeling in your stomach? The feeling of knowing that you are doing something that isn’t good and you really have to find another solution? Then perhaps you have encountered something that is called “pain selling”.
Pain selling is about conjuring up the problems and challenges that a potential customer’s present situation leads to. When you have given the customer a bit of a stomach ache and they start thinking about how to change their situation, you will present a solution: the product or service you are offering. This way, you create a desire for immediate change and thus increase the possibilities of closing the deal. Simple yet efficient.
Psst… You don’t have to conjure up all the dark clouds yourself! By asking the right questions to a potential customer, they will realise themselves which problems and consequences the company is facing. And that a solution is needed. Right now.
“But everybody else has…”
Using references is a commonly used trick in sales. This is not only used to create credibility and show your company’s expertise, it’s also used to hurry up a deal. Imagine that you heard that many others in the same industry as you were already using a certain product or service. Wouldn’t you feel that you have to get on board RIGHT AWAY as well, so you don’t get left behind completely?
Besides creating a feeling of “I have to keep up with the others”, references could reinforce your pain selling. By using examples from previous customers when you are talking about, e.g., industry-related problems, you can emphasise more and show off your expertise. In other words: references are very useful for many different reasons!
Don’t beat around the bush
Going directly to the point and asking a potential customer if you are making a deal might feel scary, but there is a lot to gain from it. By not beating around the bush or waiting for the other person’s initiative, you clearly show that you want an answer and that the person has to make a decision about something. Can it be clearer than that?
Of course, there is always the risk of not getting a positive answer. Worst case scenario, you get a no. Or maybe an ambiguous response. Either way, it’s better to ask the question than to wait, as you might then prioritise other customers or find out what you need to do so that the person is willing to go further. Or – if you are dead on target and get a good and swift ending – just sign the agreement.
But keep in mind: hurry slowly!
When chasing after fast deals with a “there’s no time to lose” feeling – you run the risk of rushing yourself. Try to avoid it! Customers value great service over speedy service. Make sure that you remain cool, calm, and collected, despite attempting to create a stressed and urgent feeling with the customer.