How to Use Emotions When Closing a Deal

Closing the deal

When you are closing a deal you should bring every resource at your disposal to bear in order to have a smooth and successful closing. Preparation and fact-checking is vital to your success, as is knowing your stuff prior to the event and acting with confidence while finalizing any negotiations. However, many people overlook the massive impact that emotions--yours and the person's who you are dealing with--can have on a closing. If you know how to use these emotions, then your deals will go far more smoothly and profitably. In this article, we will discuss how to use emotions when closing a deal.

Things You'll Need

• Notepad
• Tape recorder
• Pen

Instructions

1. Write down your goal for closing the deal. Think of things that will be accomplished for you once the deal is finished. Will your business move upward in ranking and reputation? Will a new partnership with many opportunities for profit and productivity be born? Whatever your end goal is for this deal, write it down to help you keep your focus on the task ahead.

2. Write down what the buyer stands to gain by closing the deal. It is valuable to know what a person you are negotiating with stands to gain in any deal in order to understand their feelings about the closing. Make a list of the positive things that will happen for the buyer or other party upon closing, and also try to consider what concerns they might have about the process. This will help you prepare to explain things and reassure them if they have last-minute concerns.

3. 

   Imagine how you will feel when the deal is closed. Your positive energy will help keep a good momentum going and reassure a concerned party if they are experiencing last minute doubts. By keeping your own mental state positive, you will keep the tenor of the closing upbeat and moving forward.

4. 

   Imagine the emotions that the buyer will feel when he receives the results of the deal. Just as keeping your own mindset positive will help keep the closing moving forward, helping the other party envision the positive results of a deal will limit the amount of worry that they bring to closing. By focusing on their excitement and benefit from the deal, you will be able to keep them motivated until the deal is closed.

5. Write a paragraph for each of the four lists. Organize your thoughts by explaining each list in paragraph form. This will help you remember them later when you need the information during the closing. For example, if you wrote that the buyer will be excited about profits but worried about the amount of work involved in a deal, then you might write something like "A 200 percent increase in profits will definitely change the way that the buyer does business. He could expand his business to several states or hire an additional staff member to help with the work. The opportunity to do this deal is an indication that his business is going places." Having this thought in mind during the closing will help you steer the other party's focus toward the positive rather than negative.

6. Review your paragraphs before going into the final closing. Before you go into your final meeting, review your paragraphs to give yourself some last-minute motivation and focus. By staying positive and keeping the other party in that same mental state, you will easily and profitably close many deals.

Tips & Warnings

• None of the advice in this article is intended as financial or legal advice. Consult an accountant or legal professional before entering into any binding business contracts.