A deal is only truly closed when the contract is signed. But getting to that stage is not always easy.

That is why we have selected some strategies salespeople use to speed up sales closing and contract signing.

1. Make a good diagnosis

Making a good diagnosis and understanding the company and the people you are negotiating with is essential to show them why your solution is the best fit. A good tip is to research them on social networks, such as LinkedIn.

At this stage, you can gather information and validate it with the client. It is also useful to ask questions that help the client confirm whether your solution is really what they are looking for and what they need.

Avoid asking “yes” or “no” questions. Instead, ask open-ended questions, such as “What attracted you to our solution?” rather than “Did you like what I presented?”. Open-ended questions help you learn more from the client and may even give you valuable insights into your business.

2. Turn down clients

Yes, turning down clients may seem counterintuitive, but sometimes it is not only necessary. It can also lead to significant savings.

This may happen because, in the previous stage, you realized that the client’s goal would be better served by another type of service, or because their budget does not match your company’s pricing.

Disqualifying clients can save time and help you focus on those with real buying potential.

3. Identify the decision-makers

When a decision depends on more than one person, or when you are speaking with someone who does not have decision-making power within the company, the negotiation can become slower and harder to close.

That is why you should always try to identify and speak directly with the decision-maker. Go straight to the source.

If that is not possible, help the intermediary present your solution to the decision-maker, for example, by providing a presentation or supporting materials. This gives you a little more control over the negotiation.

A simple question, such as “Could you tell me who would be the best person to speak with about this at the company?”, can save a lot of time in the negotiation process.

4. Create a sense of urgency

Adjust your sales script to encourage the client to move forward with the deal.

Offer limited-time discounts, bonuses, or other benefits that help the client make a decision.

However, do not take advantage of their goodwill or push too hard. This tactic is not meant to force a decision, but to speed it up. After all, many people make decisions on impulse, especially when they feel they are benefiting from a good opportunity.

5. Handle objections

Be prepared for objections when they come up. Keep a list of the main objections raised by clients and the best ways to respond to them.

Remember to keep the conversation natural. Memorized speeches usually do not work. Sometimes, acknowledging your own limitations and the limitations of your product can help build more empathy with the client.

6. Emphasize the client’s pain points

Many salespeople become obsessed with talking about the benefits of their product or service and forget that clients buy because they want to solve a problem.

Use the information you have collected about the company wisely. Align the client’s expectations and pain points with the solutions you are presenting, and make clear the consequences of continuing to live with the problem.

7. Set dates for the negotiation

Delegating the decision to third parties or asking for time to review the proposal is common during negotiations. In these cases, set a deadline for the response or decision.

Also, make sure you stay in control of that deadline. Do not leave the follow-up entirely in the client’s hands: schedule a date and contact them.

8. Automate processes

You have used all the techniques above, the client has said “yes”, and they are ready to implement the solution. Now it is time to sign the contract.

Take advantage of this moment and avoid creating barriers that could delay the signature. These barriers can discourage the client, create room for doubts, or even open the door to renegotiation.

With digital signatures, the entire contract signing process happens online and in real time. The document can be signed at any time and from anywhere.

Getting the signed contract back faster benefits everyone: the salesperson spends less time on paperwork, the client gains convenience, and the negotiation is not affected by external factors such as physical presence, postal delivery, or notary authentication.

Want to make contract signing easier? Try Autentique and start sending documents for digital signature today.