Keep the closing in mind as you prepare for your negotiation, as you listen to the other side, and every time you speak. A little piece of your mind should always focus on the closing — on bringing the negotiation to a mutually acceptable solution. You aren’t likely to miss an opportunity to close when you view closing as a separate aspect of the negotiation rather than just the lucky result of a negotiation.
The proper moment to make your first effort at closing a deal is when you first sit down.
Your mantra for closing: early and often. A recent study of salespeople revealed that a very small percentage of sales close after the first effort. Most sales close after at least three efforts to get the order. Try to close any negotiation as early as possible and keep trying until you prevail.
If you have trouble closing deals, intentionally try to close your next negotiation earlier than you think is possible. You find that no harm is done and that the other side becomes sensitized to the need to conclude matters. Make a game of it. Chart your efforts to close. Your rate of successful closings rises as you become more and more aware of closing as a separate skill to bring out early and often.
Many people find it is easier to close a deal if they set a deadline to do so. Negotiations tend to fall into place at the last minute. Having a deadline is like having a referee at the bargaining table. Remember, every deal has time constraints, so establishing a deadline can help the negotiation come to a smooth end.The phony deadline is a classic negotiating tool used to hurry one side into a quick close. If you suspect a phony deadline, don’t sit back and accept it. Instead, test it. Get an explanation.
