Are you looking to land more business deals for your service-based firm?
With so many strategies out there, it’s hard to find out which ones work and which don’t. I’ve compiled my top four proven tips to land lucrative business deals.
4 Tips for Closing More B2B Sales
Make Sure You are Sold on Yourself and Your Solution.
The first thing you need to be aware of is the fact that your passion and enthusiasm are contagious. Take inventory of your physiology. Do you feel confident? Do you energetically feel like the solution you’re going to present to the client is going to create their desired transformation?
It’s so much easier to close the deal when you truly believe in the solution you are presenting. Because when you believe in your solution, you’re able to present the facts of your stance very clearly. This keeps your messaging clear for them to absorb what you’re saying, enthusiastically.
Insert Yourself into the Shoes of Your Buyer.
It is imperative to thoroughly understand the status quo of your buyer. The better you are able to articulate the problem, the more likely your client will trust you have their solution.
- What is the problem they are facing?
- How is that problem defined?
- What strategies have they already tried?
- What is important to them?
- What are the obstacles they are facing?
- How does their transformation look?
Do your understand both the client’s quantifiable and qualifiable goals? Know what those goals are and show your prospective client how your solution is the bridge to their goal attainment.
Do not get intimidated by the status or title of the potential buyer. It has been scientifically proven that we literally cannot make decisions without emotion. Regardless of if your potential buyer has the title of “CXO”, “executive” or “investor”- he or she is a human being. Human beings make emotional buying decisions.
This is why you should not only be armed with company stats, figures, and data, but more importantly, know exactly what’s in it for your client. What are they looking to achieve? What motivates them to accomplish this transformation?
Focus the Solution on the Buyer.
Don’t make the grave mistake of walking into a client meeting with a proposal of self-proclamation. When you present the client’s solution, the key is to focus on the buyer and make them the hero of their story.
After you capture the information on their status quo, repeat back everything you’ve heard them say. Your client needs to know you understand them.
For example: “Based on what we’ve talked about, this is your goal. Here are the things you tried before. These are the setbacks you face. Here is the timeline we’re working with. Did I interpret that correctly? It’s paramount that I accurately understand your goals and expectations- as that is what will shape our strategies and action plan for moving forward.”
You make your client and their needs the focus of the conversation, showing how you can help further their position. If you know your client better than they know themselves, they’ll say yes before you even present your solution or pricing. They need to feel understood and that understanding alone will create a heightened perceived value with you as their trusted advisor.
Use the GPS Close.
We’ve discussed the importance of having confidence in your solution. This is why you aren’t going to ask if you have the business, but assume you already do.
The client is the hero. You’ve shown them your value, you’ve mirrored their expectations, and now share with them how you can partner together and their options for investment level.
Make the conversation about the right solution and the return on investment. Get the client’s agreement on the investment level. Once you have that, this is where the GPS close comes in.
The GPS Close: Tell the client their next steps. That’s how you navigate the close.
For example, “Next, I’m going to send over an MSA with the scope of work for electronic signature. Once that’s executed we can send over the initial invoice and schedule our kick-off.”
Illuminate what the next steps are and eliminate the awkwardness of asking for the business in a way that’s disempowering.
Now that you know the 4 steps to close more deals, here is what YOU can do next …
Are you a woman consultant or expert who found these tips valuable but you want even more strategies to successfully secure deals with executive buyers? Apply for access to my advanced masterclass training and book a call with our team.
Or would you like sample scripts to help you engage and book more meetings with executive buyers? Download 3 of my proven Sales Scripts.
About The Author: Liz J. Simpson
Liz J. Simpson has been recognized by LinkedIn as a Top 15 Sales Influencer. She is a speaker, sales strategist and trainer.
She has been featured in NBC, CBS, SXSW, 40 under 40 and as a Hubspot INBOUND Fellow. She’s been recognized as a Demand Gen Thought Leader award winner as well as a SalesHacker Top Sales Leader and Female Speaker.
As founder of the sales consultancy, Stimulyst, her team specializes in empowering organizations to accelerate growth through personal branding, strategic relationship-building, and consultative new business development.
Liz is also the founder of The #BigMoney Movement, a global movement empowering thousands of women entrepreneurs across the globe to take up space, shatter gender disparities and close 6-figure corporate deals.
When she’s not out training professionals to become “fluent in #bigmoney talk”, you’ll find her at home with her husband and three children, aged 5, 16 and 17.
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