To get a deal over the finish line, remind the buyer how easily they can opt out, get a refund, or request support.
These lines may inspire you:
“You have three months to cancel and get all your money back if you’re not seeing the results you’d like … ”
“It takes two minutes to quit, and you can do everything online.”
“Our support team is available 24/7 to answer your questions during the installation process.”
“If you’re unsure what to do or want feedback on your strategy, I’m always happy to help.”
“It takes our average customer two hours to get up and running.”
“We guarantee you’ll see X results if you follow the process we’ve outlined.”
5) Lean on the Bond You’ve Established
Jeff Hoffman, creator of the Your SalesMBA™ program, advises letting the buyer know when their actions aren’t living up to your expectations.
Suppose you’ve invested a considerable amount of energy and resources over the past four months helping your prospect put together a new strategy for his team -- with the understanding you were working toward a sale.
Now, he’s dragging his feet.
You might say, “Tony, we’ve spent a lot of time together since January. I’ve helped you develop an HR strategy to target Cleveland developers, and we’ve also explored how EngineerWorks can increase your company’s offer acceptance rate by 20%. You committed to a full stakeholder meeting May 2 -- I’ll be disappointed if that’s no longer happening.”
Of course, you don’t want to guilt-trip buyers for commitments they haven’t made. But in the scenario they’ve reneged, Hoffman says respectfully calling them out will increase your status and motivate them to make up for it.
6) Offer a Discount
Letting your prospect know your company is running a limited-time promotion is an effective way to create urgency.
Here's what you might send a prospect who's been unresponsive:
Hi [prospect name],
I wanted to give you the heads up [company] is offering a great discount on [product]: [Insert terms of promotion]. This is only available until [date]. After that, [the price will go back to X, you'll have to pay for Y extra feature, etc.]
Want to talk tomorrow? Here's a link to my calendar: [Meetings link].
If they're at all interested, they'll get on the phone.
Closing a deal that seemed destined to stall is an exhilarating feeling. With these strategies up your sleeve, you can make 100% (or even 150%) of your number.
Originally published Dec 13, 2017 7:00:00 PM, updated October 29 2019