You've listened online and are following your prospective customer - the one you are about to close a big deal with- socially via every means possible. If they have a Twitter account, you’re there. Through LinkedIn you found a company profile, your contact’s professional past, and all of his or her colleagues’ as well. You know these guys through dozens of web searches and references.
The sales opportunity has stalled – which we talked about last week. Through a very strategic conversation with your prospect, both they and you are in agreement, and things get moving forward. Still, the deal has not come to closure.
At the end of the pipeline, deals come to fruition. In simple transactions, it can happen from prospect to closure in a single series of steps – ah, but in the complex world of business, many sales opportunities are complex as well.
Some quick general tips to help you get to closure (note: there are a wide-range of deals happening as we speak. One size ideas do not fit all, but they should spark other ideas that could work specifically for your business)
There is a helpful, short video from Jill Konrath on the topic of bringing up and understanding the WHY of making a change.
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.
Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Sign up for the award-winning blog and the "Sales Ideas In A Minute" newsletter for tips and strategies in selling.