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The Crucial Slide: Closing the Deal in a Sales Presentation

This presentation tip is in the category:  The Perfect Sales Presentation Series

At the end of your sales presentation, you should include a slide that could help you close your deal.  I personally believe that this is the most important part of your presentation.  No matter how good you present and build up a relationship, you won’t be able to earn any money without closing the deal. 

Here are some elements that should be included in your Closing the Deal session:

- Call to Action: The slide should consist of elements that help you create urgency for your clients to purchase your goods.  Limited time special offer or special bundle deals are the two common things you see in this slide to achieve this purpose.
- Next Steps and Questions: Inform your prospective customers what you will do next.  This works the best when you are dealing with big companies.  The single person often does not have the full decision making power.
- Answer all the potential questions that prevent the person from buying your good: You should have reserved enough time to answer all the questions your prospective customer would come up with.
- Peace of mind: Inform your customers that you will take care of everything once they signed the contract or commit to the deal.  They shouldn’t need to worry about extra time commitment and other related issues after they signed up to use your services.

There are plenty of sales closing techniques available for different situations.  Here is a brief outlines of the techniques.  Please refer to the corresponding articles in this series for more reading.

- Invitation Closing - Invite your client to give your product a try.  Please refer to the article Closing Technique 1: Invitation Closing in a Sales Presentation in this series.
- Assumption Closing - Talk about the next steps after the deal.  pull out the contract and start filling it out for your prospective customer.  And then, tell your prospective customers that you will take care of the rest of the stuff for them.  Assume they have said yes to the deal.  Please refer to the article Closing Technique 2: Invitation Closing in a Sales Presentation in this series.
- Authorization Closing - Put a mark beside the signature section of the order form.  Hand it over to your prospective customer and request for the signature.  Please refer to the article Closing Technique 3: Authorization Closing in this series.
- Psychological Closing and Trial Offer - Close the deal in terms of action.  Get your prospective clients to start using your products or services first.  After they get addicted to using your products or services, ask for the payment.  Please refer to the article Closing Technique 4: Psychological Closing and Trial Offer in a Sales Presentation in this series.

In your Closing the Deal session, you will often run into the common pitfalls that screw up your income.  Here is a brief outline of techniques that could catalyze the closing process.  Please refer to the Sales Closing FAQ articles in this series for more reading:

- Pricing negotiation techniques - how do you deal with your prospective customers’ request for a lower price? You need to strategically keep your commission and charge a high enough margin while be able to satisfy your prospective customers.  Please refer to the article Sales Closing FAQ 1: Pricing Negotiation in a Sales Presentation for more details.
- Strategically switching topic techniques: there are always times where you get struck with a question you cannot answer in a sales presentation.  How could you strategically switch topic? Please refer to the article Sales Closing FAQ 2: Strategically Ignore Questions in a Sales Presentation.
- Techniques to dig out why your customers are not buying from you: There are many occasions where we couldn’t close a deal and we don’t understand why.  Please read the article Sales Closing FAQ 3: Dealing with Customers who are still evaluating Your Products to learn how to dig out the true reasons why your prospective customers are not buying from you.  
- Techniques to give courage to uncertain buyers: There are some prospective customers who simply lack the courage to try out your products or services.  Please read the article Sales Closing FAQ 4: Dealing with Customers who Do Not Have Enough Confidence to Make a Purchasing Decision to learn how to give courage to this group of potential buyers.