“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Patricia Fripp

Closing a deal just seems to be a whole lot more satisfying when you are running your own show. There are very few things which compare to the euphoria of signing the document and getting the sale. Undoubtedly it takes a lot of hard work, patience, persistence and a little luck, but it is definitely worth it. The process of closing a deal is however one which is severely under estimated by most individuals.

It starts with  proper identification of your target customer and collection of as much data about your prospect as possible. Once you have this, you work towards developing a value proposition for your prospect, present it to the prospect and then you finally reach a point where you need to close the deal. When done correctly you have a much greater chance of success through this process than by just picking up the phone and going through a list prospects who you think “may be” interested in whatever it is you are selling.

Sales, is where you need to show your prospect where and how you are creating value for them. It is not about volume discounts, collaterals or last minute deals to get a buyer. Trust me, I have been down that road and price wars are just about the worst place you want to be as an entrepreneur. It is a game where there are no winners and the entire reason why we set out to do business is lost. Over the next week I will talk about certain topics on how you can do a better job with your sales cycle and get that “yes” with  much greater frequency.