How To Close a B2B Deal Quickly

Want to close that big B2B deal quickly? Want your sales effort to “sail” through the prospect’s organization?

If so, you’ll need to gain the following six perspectives about the prospect’s firm:

  • #1: Their History. Where are they coming from? How did they get here? What do they know about your and your firm? What dealings have taken place in the past?
  • #2: Their Frame of Reference. What ideologies and situations might affect their decision-making? Do they have a certain way of viewing your offering? How do they feel about their own firm?
  • #3: Their Needs and Desires. Where do they want to go? How do they expect to feel when they get there? How do they think they’re going to get there? What do they think will prevent it?
  • #4: Their Likely Objections. What is going to cause them to balk? How fervently do the believe in that objection? How real is it? Might it block the deal, no matter what you say or do?
  • #5: Their Capacity to Act. Are you communicating with decision-makers or seat-warmers? If decision-makers, what decision do you want them to make? If not, why are you talking to them?
  • #6: Their Decision-making Style. How do they make decisions? Are they all about facts or all about gut feeling? Do they defer and delegate, or do they decide by committee?

Once you understand these six perspectives, you can tailor your subsequent sales effort to match how the customer is likely to buy.

You’ll save time and effort and therefore close far faster that if you blundered along in the dark.


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