In sales, there’s nothing worse than investing time and money into getting your deals close to the finish line only for them to fall short. In today’s episode of Above the Noise, VP of Operations Nick Bianco shares three tips on how you can ensure that your deals get closed no matter what.

Video Transcription

Hey everybody, my name is Nick Bianco, I’m the VP of Operations at ReminderMedia but before that, I was the Director of Sales, and today I’m filling in for the famous Luke Acree. Today we’re going to cover three tips that are no-brainers to make sure your deals get across the finish line.

Reestablish value

The first thing I want to talk about is what happens to so many professional salespeople once they get a deal to that finish line. What I think happens to so many of our reps and likely to many of you is that we start forgetting why the prospect engaged with us in the first place. So be sure to stress value. This isn’t the time to talk about discounts or incentives. If you can prove to the prospect that they have a problem and you have the solution, and reiterate that to them you’re going to get the deal across the finish line.

Don’t panic

Now, the second point happens to a ton of sales reps out there. You’ve worked so hard on this deal, right, but you feel it slipping through your fingers and fall through the cracks. Don’t panic. Make sure you maintain your composure. Remember the important things that you talked about with them earlier on in the conversation, and go back to the basics—reengage them about why they started talking to you in the first place.

Stay confident

Now, the third tip sounds super simple—be confident. So many reps out there work so hard and when it gets to this stage and the prospects start to balk, they begin to worry and question “Is this the actual solution? Am I saying the right things?” If you’re not confident in what you’re saying to the prospect, and you’re not confident about how you can solve their problem, they’re never going to be confident that you can help them and deliver what you promise. So remember to stay confident.

The takeaway

So there you have it; it’s not rocket science but they’re tips worth remembering. I hope you liked what you heard today, subscribe to our YouTube channel and follow us on Instagram and Facebook, but most importantly take action on this today.