Closing that deal

You are now in front of the decision maker in the client organization and you want to close that deal.   This is a 4-step journey that the decision maker has to go through in order to make that decision (in your favor)

1. Who are you ?  Who do you represent ?  ... is an introductory step to establish/demonstrate the credibility of you as a person who knows what he/she is selling and your firm as a trustworthy organization that deserves taking the deal 
2. What are you selling ?  ... is the step to explain the product/service that you are selling and show/demonstrate the "reason(s)" why the client should have it.  It is critical to overcome the "what" part of your product/service to the "why" part and make the "benefits" crystal clear to the decision maker - rather than the "features" of your product/service -. 
3. Establish your OWN unique business value (UBV) differentiator ... which comes back to you (as a professional), your firm as a trustworthy partner/supplier, and your own product/service,  making sure that your UBV differentiator is tangible, quantifiable and measurable to help the decision maker weigh the investment needed versus the benefits to be gained from this deal. 
4. Ensure everyone involved in making this decision is a winner. .. and in particular your client and the decision maker you are trying to sell.  This requires knowing the pain and gain issues that the client organization and the decision maker have. and show/demonstrate/prove how your product/service helps address these issues effectively and successfully making it a win-win deal for everyone.

Hope this is a helpful tip.  
It requires lots of work though !
Good Luck !