Key Factors To Focus On When Closing A Deal
Even a well-thought and planned deal may turn into a no-closing disaster if you do not prepare it the right way.
Key factors to focus on:
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Address the pricing: Don’t tip-toe around it, communicate it clearly to the prospect, and focus on the value that the company gets out of this investment.
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Understand the decision-making process: Especially in the enterprise and corporate segment, the decision-making process most likely involves different decision-makers and influencers. You need to understand the company structure and who you need to bring on board to complete the deal.
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Know your competitors and what sets you apart: Everyone in sales knows this question – what differentiates you from your competitors, and why should I choose your software? – Being prepared for this question is crucial! Know the value proposition of your solution compared to your competitor’s and have a clear and understandable approach to point it out.
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The right customer engagement: The more engagement you have with your prospect, the better your relationship becomes and the more likely you bring the deal to closure. Having the right engagement cadence and process in place is the key to a successful sales rep!
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