I’ve seen people lose deals countless number of times because they keep talking after the potential customer is ready to become a customer.
At the end of the day, if your product or service is that good, the person you are selling to should feel privileged to use it.
If you are one of those people who wants to be a bit pushy instead of just waiting things out, you can always create a sense of urgency to close the deal. For example, when I had a consulting company, I told potential prospects that if they wanted to work with me, they had to sign the contract by X date as I only had one opening next month.
If you can do that, you’ll start closing more deals and make more money.
So, don’t focus your time on trying to become an exceptionally great sales person.
Yes, your engineers can give you a completion date, but chances are there will be delays. You don’t have to give your customers your product or service right now. By having them sign up right now, you can always give them a discount to entice them.
What I also like doing is to close the sale ahead of time and tell companies that there is a 30 to 60 day implementation time frame as this buys me time.You don’t have to be a good sales person to close a deal.You just have to avoid the mistakes I talked about above.When pitching customers, make sure you tell them what they need and want to know.I’ve found that when you tell them more than they want to know by trying to throw in something that’s mind blowing, sometimes you’ll increase the likelihood of closing the deal, but in most cases .Just focus on avoiding the common pitfalls I discussed.