The document provides 5 tips for closing deals as a B2B marketer: 1) Listen to the client to understand their needs; 2) Sell the outcome rather than the process to showcase how your product or service will help the client; 3) Emphasize quality over lowest price by justifying your rates; 4) Recognize buying signals like questions about pricing or support; 5) Ask for the sale but also follow up respectfully if they do not buy immediately to continue the conversation. Following these tips can help stand out from competitors and close more deals.

1. HOW TO
STAND
OUT
AS A
B2B MARKETER
A Presentation by
Geogy Samuel
Director, Corporate360

2. 5 Tips to Close a Deal
 Tip 1 – Listen to the CLIENT
 Tip 2 – Don’t sell the process
BUT sell the OUTCOME
 Tip 3 – Best VALUE not lowest price
 Tip 4 – Recognize BUYING signals
 Tip 5 – Ask for the SALE

3. Tip 1
Listening to the client is the most important skill to
master closing more deals. When communicating
with a prospect, always ask open-ended questions to
learn more about their business needs. This makes the
client to feel like an individual which emphasizes the
fact that their business is important. Don’t forget to
ask follow-up questions to show that you have
listened to their business needs.
Listen to the CLIENT

4. Tip 2
Don’t sell the process BUT sell the OUTCOME
Many businesses may look similar on paper. Always
ask yourself: What makes my business unique? Why
would a client want to work with me than with my
competition? Always be ready to showcase your
product or service to the client that would help them
to evaluate you above the competition.

5. Tip 3
Best VALUE not lowest price
Most of the potential clients always values quality of
the product and level of service that will be
provided. This does not mean that clients always
looks for lowest price. Quality of the product and
service is very important. Always justify the rate to
your client, thereby emphasizing the quality of your
product and the level of service that will be
provided. This would make you standout as best
value proposition for their investment.

6. Tip 4
It is very important to recognize buying signals. Most
of the sales professionals fail to recognize this. Some
buying signals include:
 Asking about a specific product, product model, or
type of service
 Asking for the product support, payment mode
 Asking about the price, competitive comparision
 Frequent follow ups, meetings
Recognize BUYING signals

7. Tip 5
Ask for the SALE
This might seem very obvious to a lot of sales
professionals but it is very important to ask for the
sale. It is also very important to let your prospect
know that you would be delighted to do business
with them. If it is a positive response, then ask them if
they are ready to move forward with a contract or
payment. Don’t forget to follow-up with the client if
they don’t buy the product or your service right
away. Always come up with quick responses to
common objections like:
 No budget at this point
 Will have to review with the top management
This would enable you to engage more time with the
client and to win their confidence.

8. CONFIDENCE IN YOUR BUSINESS
WILL ALWAYS ENABLE YOU TO
SUCCESSFULLY CLOSE MORE DEALS