I just helped my company to clinch a $500,000 deal! So Happy!
Following a straight, direct path from point A to point B is often all that is required to get from there. It’s not always as easy as molecular biology, space science, or politics. Having the ice-breaking half a million-dollar sale might not seem as difficult or grueling as getting someone to the moon, but it isn’t easy either. Corporate gifts Singapore / Corporate gifts in SG was my answer as well as service.
At the very least, it’s similar to getting your dream house: there’s a procedure to follow. But, before you start peddling your wares, keep in mind one crucial fact about sales: people buy from people they can trust. I use the words “trust” to mean “believe,” “like,” “look up to,” “admire,” and “respect.” This has no shortcuts or cheats sheets. As a result, certain deals can never be closed, no matter how hard you try. As a result, here’s your cheat sheet for securing the coveted sale.
● Understanding the Process of Decision-Making
● Identifying the decision-maker (s)
● Promoting the Solution
● Looking for a Partner
● I was prepared to play the waiting game.
● Have Confidence in the Process
● Service
● Corporate Gifts
● Getting the deal
Understanding the Process of Decision-Making
I had to first understand the “enemy’s” method before I could enforce my own. I had to understand how decisions were taken in order to close a contract. I would be wasting valuable time, effort, and money if I didn’t understand the mechanism. While every company is different, there are three common ways for businesses to make a big decision.
Only a person who can make decisions. No questions asked, this person makes the final decision. This person is normally the CEO or President, and he has veto power on all decisions.
Principal Decision-Maker (who requires board approval). This individual has enough clout to make major decisions (such as multimillion-dollar deals), however, he or she also needs the board’s approval. I realized that having this person’s approval isn’t enough until the next board meeting, at which the members must support the decision.
There are also multiple decision-makers. It’s been said that having more heads is better than having one. Some businesses are organized in such a way that a large number of trustworthy individuals are needed to assess and review critical transactions. This leads us to the next cheat code item.
Identifying the decision-maker (s)
Some companies give end-users — anyone in the business who can directly use the product or software they will buy — a clear voice in the technology the company acquires and employs. It makes perfect sense; after all, the people on the ground are the ones who know how things function on a daily basis. It was also beneficial to form a strong bond with these individuals.
There are also organizations that have developed a formal protocol for acquiring the technology. I had no choice but to go with the flow in this situation. However, just as there are organizations that have government bureaucracy, there are those that do not. This was beneficial to me because I could save time and effort by going directly to the decision-makers rather than going through a half-dozen gatekeepers who might tell me to wait a month when the key decision-maker would have preferred to meet with me right away. If you’ve identified the decision-maker, you’ll need to contact them.
Promoting the Solution
I almost never sell a product; instead, I sell a solution to a problem. Obviously, the focus of the deal is not on my commodity, but on how I relieve my prospect’s pain point. Making this my main focus draws attention to the real value the program offers. When I marketed the document management system, I promised them that they’ll save time, effort, and money. Once I had determined that my prospect has been wasting time, manpower, and money on document management, move on to the next step. You see, if you concentrate on your customers’ concerns, you will assist them in resolving their issues.
However, in order to have the legitimacy to market something that helps to relieve a pain point, I must be an expert in my profession. To put it another way, I wanted to become a valued member of the team, not just a vendor. When problems involving my experience arise, I want to be the one they call. I had discovered a gold mine when I became indispensable.
Looking for a Partner
Often, just as in a tag-team wrestling match, you’ll need a partner to defeat your opponent. For obvious reasons, the partner you need to find should not be a rival. How did I do it? I looked for a business that had previously collaborated with or partnered with my potential client. I didn’t have to be an expert researcher to come up with a list of companies with which my prospect has worked or is currently operating. I seeked out these connections and told them about my solution. That’s how I was welcomed warmly into the business I wanted to take over.
I was prepared to play the waiting game
Nothing worthwhile comes easily. Courting large corporations is a time-consuming operation. It can take a month or more just to get an appointment with a senior executive. It could take even longer to make a final decision.
Have Confidence in the Process
Everyone in sales fantasizes about making the big deal, the game-changer, the morale booster. It doesn’t matter whether it takes a long time or not. The important thing is that it is beyond the realm of possibility. I told myself I will get it eventually if I trust myself, trust the method, and put forth every effort I could.
Service
This was something that played a very important role for me to clinch the deal. If my hospitality and etiquettes were not up to my client’s expectations, I would have never clinched the deal. What I did were the most basic things and as well as some less common things but the basic things are so basic and you think you have to go it but actually, you forgot so I had to remind myself to do simple things such as give calls to my client when I was on the way or call them to check where they were if they were coming to my office and that leads me to my next point. So once I called them to check where they were and I got their location, I started asking the staff to prepare coffee and tea as well as some tidbits. I remembered every detail about how they liked their coffee and tea. This was important as it showed I paid attention and value my client thus they loved my service and that was one of the reasons I got the deal.
Corporate Gifts
This was really important because if I got a wrong gift that they did not like I would have not got the deal. So I managed to get corporate gifts wholesale which was also cheap corporate gifts Singapore. When I got them the gifts and passed it to them they were so impressed and happy as it was functional and also to their liking as well as needs this really made them want to sign the contract with me even more as it was thoughtful.
Getting the deal
When I got the deal I was so happy as it was a game-changer for my company and me. We went to celebrate and had drinks but after clinching the deal I realized my two biggest takeaways and factors that contributed to the deal going through. They were my service and getting the corporate gifts in Singapore or getting the corporate gifts in SG.
Corporate Gifts I got and my trusted Corporate Gift Supplier from Singapore
