"Closing" for engineering teams. The holy grail of communication
When it comes to the nature of selling, few things are more vital than knowing how to win the deal. “Wait, but we’re developers; we don’t do sales?” Everyone makes sales. At least, everyone who wants to have a successful business and earn clients. Seriously.
Now, even if you’re not making a sales pitch to win over a client, you can still use the following sales methods to your benefit as a developer; for example, when software engineers gather requirements or when you need another team to help get something done. Even in this new world of working remotely (or even if you were doing that pre-pandemic), creating fruitful “sales” discussions can be more complex than face-to-face. Still, thanks to virtual gatherings and cameras, we have sophisticated workarounds in the 21st century.
Now, here’s how you solve this: use one of these four sales closing techniques
The Rarity Method Of Winning
It is primal for us to act when we believe something is scarce. Utilize this sense in the context of securing a transaction by raising seriousness with a limited-time offer.
Be the genuine version of yourself in all selling routines but particularly in this manner. If you try any shady routines, you’ll squander trustworthiness with the prospect – and possibly ruin your connection with opportunities if news gets out regarding your selling methods.
The Assumptive Method Of Winning
In order to utilize the method, construct the voice you use as you’re finishing the proposal in a manner that pretends the sale is completed.
“When do you want us to begin the project?”
“What deadline works best for you?”
“Which [bundle, package, tier] are you selecting?”
The “Ben Franklin” Method Of Sealing The Deal
This “antique” close is inspired by Ben Franklin, he notoriously convinced somebody of his view of a debate via the clever use of pros and cons.
To utilize this in a selling delivery, you will need to review the pros and cons of the proposal for the customer, prompting the person to choose upon reviewing the bigger list of the two. What’s the catch? To be victorious, the pros list that supports your proposal must be twice or thrice more helpful than the cons.
The “Next Steps” Method Of Sealing The Deal
This one can be pretty fun. Instead of executing the hard work of sealing a pitch, you place the ball in their court (your lead’s court) by inquiring the prospect what the following steps are, as if you’re part of those next actions.
The Benefits Of Closing
Lastly, remember you aren’t required to push for the close right away. Rather, you can experiment with bits of your chosen method to see if you’re on the best track. Salespeople are trained to “close,” but developers need to know how to close deals too. Closing the deal is about follow-ups and closing methods, like the ones mentioned above.
When you can successfully close a “sale,” you can make things happen. You can plan the next steps accordingly and get projects done with better timing and accuracy. This isn’t manipulation; it’s navigation.