Close the Deal

Closing the deal is the most important part. You need to lock the contract, sign the papers, formalize the agreement. Without the closing the customer can still walk away to look for a better deal.

Once the receipt it printed, the warranty card is filled out, the parcel has been wrapped, the customer will find it hard to back out of the deal. You’ve made sure you’ve followed all the rules for getting the customer to this point. Don’t lose them by celebrating too early on the win.

Formal contracts are the best as they are signed by both parties and ensure that you and the customer have written down what the expectations are. Make sure the agreements are vetted by your attorneys and comply with any local regulations as well as national and where applicable international regulations.

If your products and services are standardized, you may even want to keep copies of formal agreements in your desk or your bag. This will allow you to close the deal there and then rather than wait for the documents to be drawn up and a follow up visit for the signature.

If during your closing the customer does find a reason to back out, the deal is closed as a loss. While this gives you the chance to relook at the opportunity and gain some learning points for your next deal, it is always better to close on a win.