One of the concepts you learn as a sales professional is the concept of getting a deal. There are many sales development training programs on how to close a sale, but very few teach how to get a deal through the sales process. Failing to reach an agreement throughout the sales process is one reason many salespeople struggle when it comes time to close a sale.
Getting a deal involves getting your prospect used to saying “yes.” Helping your prospect develop this habit should start when it is first introduced to them. Because you want to follow a sales process, your first “sale” is to convince your prospect to go through the sales process. Often, prospects will ask about the price of your product or service early in the sales process. Some are just “kicking tires” and others are seriously interested in what you offer. Getting your prospect’s agreement to allow you to discuss their needs and wants is a great first step that will get you closer to your goal of doing business with the prospect. If the person is really a prospect for what you have to offer, he will agree to go through the sales process with you.
Another opportunity to reach an agreement with your prospect is when you are encountering part of the sales process. You can do this by asking questions that confirm your understanding of what the prospect is looking for. For example, if you’re selling business equipment and the prospect says they want a model that has speed and multiple features, you can get a deal using that information. You can say “‘So, do you think it’s important to have the model that guarantees efficiency and reliability?” This is another way to train your prospect to say “yes.” Here you have to be careful not to ask rhetorical questions that have no value. You want to ask a question that gets a “yes” and at the same time has substance.
During your sales presentation is another fantastic opportunity to get a deal. You want to make sure that throughout your sales presentation you create opportunities where you can ask questions that get your prospect’s agreement. A question like, “Would you agree that this is a benefit to serving your customers?” is an excellent question that not only gauges how receptive your prospect is to your presentation, but also develops the habit of saying “yes.”
If you get an agreement throughout the sales process, you help your prospect develop the habit of saying yes and greatly increase the likelihood of closing the sale.
