How to Close a Big Sale

There is no reason to be intimidated by the size of a sale. A big sale can be just as easy--or difficult--as a smaller sale. The big sale may take a little longer because the customer has more at stake and probably more people involved in the buying process. But you should not tax your nerves for closing a big sale.

Instructions

1. Stick to your standard greeting. Use one that includes your big smile, positive attitude and firm handshake.

2. Listen well. Excuse yourself to get a pen and paper when you realize the customer is giving you valuable information that could lead to closing a big sale. You don't want to miss any of the things that are most important to the customer. Prompt the customer with related questions if you have to.

3. If you had any previous training, tap into it from the beginning of the sales relationship. If you practice your trade to your full potential with every customer, it will be easy to close the big one.

4. Meet or beat all requested deadlines. The customer may not get back with you on time, but make sure all your follow-up is sent when you say it will.

5. Drop names of other satisfied customers. Your current customer might recognize them and be impressed. This also might be a good time to offer up a list of previous clients.

6. Send your quote with some margin to play with in case they come back wanting a better deal. Customers always feel better about closing a purchase if they think they got a good deal.

7. Ask for the decision maker's signature. Make sure to ask again at every chance until you get it.

Tips & Warnings

• Don't spend too much time with underlings who won't be making the decision.

• Don't make promises that you cannot deliver on.

• Don't disparage competitors, but do find out with whom you are competing.

• Don't spend your commission before the sale is delivered.