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Closing the Deal

Closing is the final step where a prospect becomes a customer.
This stage requires confidence, clarity, and patience.

🎯 Objectives of Closing

  • Finalize the customer’s decision.
  • Agree on pricing, payment terms, and implementation timelines.
  • Ensure smooth handover to the operations/support team.

🪜 Steps to Successful Closing

1. Reconfirm Value

  • Before discussing price, remind the prospect of their pain points and how Merciglobal solves them.
  • Example:

    “You mentioned facing challenges in tracking loom efficiency and controlling wastage. LoomShakti gives you daily dashboards to fix exactly that.”

2. Present Pricing Clearly

  • Be transparent — avoid confusing breakdowns.
  • Show the ROI (Return on Investment) instead of just numbers.
  • Example:

    “The cost of ERP is ₹X, but the savings from reduced wastage and improved efficiency are usually 2–3 times this amount within a year.”

3. Handle Final Objections

  • Be ready with answers from the Objection Handling section.
  • If price is the issue, show options:
  • Start small (basic modules).
  • Gradual rollout (phase-wise implementation).

4. Negotiate Smartly

  • Do not rush to give discounts.
  • Offer value instead of price cuts:
  • Free training hours.
  • Extra reports or dashboards.
  • Faster onboarding.
  • Always keep final approval with management — don’t commit beyond authority.

5. Gain Commitment

  • Use closing questions that push towards a decision:
  • “Shall we go ahead and schedule the onboarding for next week?”
  • “Would you prefer annual billing or quarterly payments?”
  • “Can we prepare the contract for you today?”

6. Paperwork & Documentation

  • Share proposal / quotation in writing.
  • Ensure contract agreement is signed.
  • Collect advance payment (if required).
  • Confirm kick-off date for implementation.

🤝 Customer Experience at Closing

  • Keep the process professional and stress-free.
  • Celebrate the new partnership — small gestures matter.
  • Example: “Welcome to the Merciglobal family — we look forward to helping your business grow.”

⚡ Do’s and Don’ts

âś… Do:
- Stay confident about pricing.
- Focus on value and ROI.
- Get everything in writing.

❌ Don’t:
- Sound desperate to close.
- Overpromise features or timelines.
- Delay documentation (strike while interest is high).

🧰 Post-Closing Handover

  • Update the deal status in CRM Sutra.
  • Notify operations/sup