How To Close A Big Sale

You must have patience

Recently, Ashley Poulter, a journalist from CEO Blog Nation, inquired what is required to close a big sale. Below was my response.

Closing a big sale isn’t easy. But, it doesn’t have to be difficult either. Here are a few tips that have always worked for me. Firstly, you must have patience. Don’t rush anything. Everything has to happen at the correct time, and one shouldn’t be in a rush to close something; sometimes the rush can torpedo the deal. Secondly, shut off the emotion switch. Do not allow yourself to ‘feel’ anything positive or negative. If successfully accomplished, this eliminates nervousness, anxiety, fear – all the annoying little emotions that could otherwise hamper a deal. When all you’re left with is logical, things have a tendency to fall into place. Third, don’t engage the deal unless you have the tools required to make it happen. Next month for instance, I plan to meet with VC firms and Hedge Funds to raise capital for the business. The last two months have been dedicated to polishing the business plan, financials and the slidedeck presentation I’m going to use. It has to be spot on perfect, and I won’t schedule a single meeting until all the materials are complete. Fourth, a top down approach is just as important as a bottom up approach, and this should be reflected in your materials. Lastly, and possibly most important, is tunnel vision will power. You have to visualize where you want to be and only after you can clearly see that “place” can you follow the paths that are required to get there. Don’t let anything stand in your way.

Click here to see the full published article on CEO Blog Nation.