Answering more of your questions:
How Do we CLOSE deals?
I’m not a believer in hard closes or sales tactics, either there’s a need or there’s not; either there’s a fit or there’s not. We don’t want someone to buy your services and 3 months later having buyer’s remorse, terminating you and then telling all their friends how we talked them into doing business with you and you didn’t deliver. 3 months worth of revenue and commissions is not worth it! For us it’s a simple discussion, are we the right fit and what do they need from us to make a final determination? If there are additional questions, we answer them. We do handle objections which quite frankly are just a need for more information – we’ve missed something in the conversation and so we ask what additional information do they need?
We’re also not naive enough to believe we’re the only firm they are talking with so we’ll discuss how things may have changed along the way, what if anything is different in the competitions presentation and should we consider that as well? We want to ensure we are talking apples to apples and that when we deliver our proposals we’re all still on the same page.
So I hate to say it but there isn’t a closing style or tactic we use, many of our clients are putting together proposals and its a competitive process so there is a bit of a game to the process. We need to be the right fit at the right price. It’s the nature of the beast today. We try to do more work up front so there’s no need for heroic efforts on the back end.