20 Rules of Closing a Deal

1. Always remain seated. 

“Present on your feet, close the terms from your seat.”   

2. Always present your proposal in writing.

A proposal in writing appears trustworthy and dependable whereas the spoken word does not.

3. Always clearly communicate your proposal. 

The communication between seller and buyer must be conducted clearly so that the terms of the deal are absolutely clear to all parties as well as confidently so that the buyer feels certain about his/hers decision to make a deal. 

4. Always maintain eye contact. 

This, again, makes the buyer certain about his/hers decision. 

5. Always have a pen available for signing. 

"Always Be Closing".   

6. Use humour to relieve pressure. 

Humour provides the buyer with positivity and makes them feel good. 

7. Always ask one more time!

“Winners never quit and quitters never win."

8. Always have an arsenal of closes available so you don't repeat yourself. 

Have them available and practice them consistently. 

9. Always stay with the buyer and reduce the number of times you leave the buyer alone. 

According to Cardone, leaving the buyer alone fills his/hers mind with doubt, uncertainty and ambiguity. 

10. Always treat the prospect as a buyer. 

“Every buyer is a buyer. Treat them as a buyer and they will turn into a buyer.”

11. Always know you can come to an agreement. 

"Where there is a will, there is a way.”       

12. Always maintain a positive demeanor no matter the response from the buyer or, for that matter, from your own management.  

"Negativity always succumbs to positivity, always."

13. Always smile no matter the outcome, response, objection or communication. 

This is in line with rule number 12 regarding positivity. Additionally, as Grant Cardone rightly pointed out, "Have you ever noticed that very successful people are smiling all the time?"

14. Always treat the buyer like they can!

"Treat ‘em like they are going to play and they will play." When you treat a buyer like they do not have the ability to close the deal, you will only discourage them and make them feel diminished.

15. Always acknowledge the buyer for any offer or communication they make. 

"Take the time to say, 'thank you, I appreciate that, and I want to congratulate you for making this    suggestion' and anything that demonstrates that you are listening to the buyer." Always be thoughtful towards the buyer. 

16. Always agree with the buyer. 

"Disagreement only results in not closing deals! Lose the battle, win the war!"

17. Always look for a solution. 

Be the person who thinks that anything is possible. 

18. Care so much you refuse not to close. 

The person who always perseveres and is always driven and motivated, is the person who has a purpose for what they are doing and because they care deeply about that purpose. 

19. Use the full arsenal of closes. 

A great closer, is a diverse closer who can use a wide variety of closes. 

20. Always know you are not providing a service until you close!

Close the deal first and then make sure you add value to the buyer.