Closing Deals: It's About Relationships, Not Just Revenue

"Success is not final; failure is not fatal: it is the courage to continue those counts." - Winston Churchill

Closing deals is a cornerstone of business success, but are we focusing too much on the win and neglecting the long game? There's a right and wrong way to approach business development, and it applies across all platforms, not just LinkedIn.

We've all seen it - the aggressive push for a quick win. This approach might close a few deals and meet short-term KPIs set by the company, but it often burns bridges and leaves customers feeling like a number.

There are two contrasting schools of thought on closing deals:

• The Ruthless Closer: Sees every interaction as a battle, prioritizing short-term gains over building relationships.
• The Collaborative Problem Solver: Works together with potential clients to understand their needs and deliver solutions, fostering long-term value.

However, learning from almost closed deals can be incredibly valuable. As Vince Lombardi said, "It is not the number of times you get knocked down that counts, but the number of times you get up."

Those near-misses highlight areas for improvement. Did you fully understand the client's needs? Was your communication clear across different platforms?

Every "almost" deal is a stepping stone to success. It hones your negotiation tactics, and presentation skills, and builds resilience, all of which contribute to exceeding your long-term KPIs.

But here's the flip side. An unhealthy obsession with closing can be destructive. Think of the athlete who prioritizes winning at all costs.

Closing deals should be about building trust, providing value, and fostering long-term partnerships, not just securing a single transaction. This approach builds customer loyalty, repeat business, and ultimately, sustainable growth that goes beyond short-term wins.

Reflection and Building Lasting Value

Take a moment to reflect on your approach to closing deals.  What are your motivations?

Remember, closing deals and fostering growth are not mutually exclusive. They can be part of the same journey. Embrace the lessons learned from "almost" deals, use them to refine your skills, and approach every interaction to build a valuable partnership.

After all, sometimes the greatest victories come from gracefully accepting a "not yet" and using it as fuel for future success, exceeding both your own goals and the company's long-term KPIs.

Looking to boost your LinkedIn presence and land more deals? Check out my other articles in simplifying Business Development

• 3 Winning Strategies: Outreach, Persist, Content
• How Powerful Questions Closed Deals on Linkedin

If you're ready to put these principles into action and take your business to the next level, I'm here to help. Let's connect and discuss how we can tailor these strategies to fit your unique needs. Reach out to me on LinkedIn and let's get started on simplifying your path to success!