There are many ways to complete a deal. How and when to use them depends on what the client counted on when contacting you, and what you counted on when deciding to cooperate with this particular client.
Instructions
Step 1
To begin with, just ask the client: is he going to purchase this particular product or conclude an agreement with you on your terms? Try not to leave your question unanswered, but do not be too annoying. Ask which model would suit him or what terms of the contract seem most acceptable to him.
Step 2
Offer him an alternative in such a way that no matter what he answers, you would not be the loser. For example: "Do you want to issue by cash or bank transfer?", "Are you satisfied with the silver color, or is it better black?" etc.
Step 3
Tell us about the reviews of your regular customers, tell us about cases from practice when it was your products or services that helped in solving important life problems. If a person, before contacting you, has already talked with your competitors, do not mention them until he himself starts a conversation about them. But speak neutral about other companies, even if their terms are much better than yours. It is possible that your client did not like the fact that other firms did not treat him so well. But even in this case, the most you can do is to empathize without getting personal or discussing competitors' sales.
Step 4
Draw the client's attention to the negative consequences of refusing to cooperate with you: loss of time for further searches, constant price increases, additional troubles. Emphasize that by purchasing the goods (services) offered by you, he will be able to use them literally immediately. Note restrictions: last batch, expiration of discounts and benefits, change of assortment, etc. Tell us again about the merits of your products (services).
Step 5
Do not rush to offer the client planned discounts until you have exhausted all the possibilities for completing the transaction. After all, he may decide that there is a possibility of lowering the price even more, and your negotiations will come to a standstill. The planned discount should be perceived by them as a gift, and not a concession on your part.
Step 6
If the client still refuses to close the deal immediately, agree with his decision. However, list again all the conditions of cooperation with you and ask him if they suit him? It is possible that the client does not like only one thing: the cost of the acquisition. In this case, you should thank him for contacting you and express hope for further cooperation.
