At the end of the day, successfully closing a business deal has just as much to do with perception as it does with reality. Yours may be the best deal to choose from, but if it is not presented in the right way, and in the right place, you may lose out to a competitor who creates a better perception, even if their deal is nowhere near as good as yours. What exactly is meant by perception?
Choosing the right location for closing a deal can be compared to choosing a restaurant. You want a place that is appealing, where you feel comfortable and safe, and you enjoy what the establishment has to offer. It is easy to see how the overall perception of a place, the feeling you have when you are there, can have such a profound effect on the outcome. Same goes with a business deal.
Say that you can offer a client the best price on paper. You can give them three tons of copier paper for 2% less than the competition can. If you do not give the company a feeling that they are in good hands then you may find them passing over you to go to a company that charges them more. While it may sound crazy it happens more than you might think. It’s why selecting the right environment to close a deal is something you really need to think about.
Most individuals have certain situations they feel more comfortable in. For some high level managers in a company the best place to close a deal may be in a boardroom. For others, a fancy restaurant might be the best place to go. Still, others might like a loud bar to close a deal. The thing is that you need to do your research up front so that you know where the best place is to get your deal done. If you can’t figure them out on your own then try something truly crazy: ask them where they would like to go.
Look, the goal is not to try to overwhelm or impress the client with anything or any place. It is all about them feeling comfortable, not only where they are but where they are with you in the business deal. The more at ease the client is, the greater your chances of closing the deal.