2 Things You Need To Close a Deal

Irwin See
Sep 4
3 min read

Updated: Oct 5

Two powerful yet often overlooked tools in this process are active listening and compromise. Together, they create a foundation of trust, respect, and collaboration — essential elements in getting any deal across the line.

Active Listening: More Than Just Hearing

Active listening is the ability to truly focus on what the other party is saying, not just waiting for your turn to speak. It means paying attention to tone, body language, and the words behind the words. Most importantly, it means listening with the intent to understand — not to argue, defend, or push your own agenda.

Try this exercise in your next business meeting. Make a point to focus on what your client or partner is saying without trying to interject your thoghts…. And then repeat what he/she says exactly. THEN, put your points forward after that.

In a deal-making context, this skill is incredibly valuable. When you actively listen, you uncover hidden objections, better understand the client’s priorities, and gain insights into their decision-making process. It helps you frame your proposal in a way that directly addresses their needs rather than just presenting what you think is important.

For example, a client might say, “We’ve worked with other vendors before, but the implementation always takes too long.” A salesperson who isn’t listening might continue talking about pricing or features. But an active listener would pause, ask, “Could you tell me more about the challenges you faced with implementation?” and then tailor their pitch to highlight their speed and support systems.

This simple act of listening makes the other party feel heard and respected. In business, that emotional connection is often what tips the scale in your favor.

You need to read the room

Compromise: Meeting in the Middle

Deals rarely go exactly as planned… deal with it! (no pun intended here). Whether it’s price, timelines, deliverables, or contract terms — there will always be points of negotiation. The willingness to compromise shows that you value the relationship more than just getting your way.

Would you prefer to make a quick buck now or have a longer term relationship with your client?

Compromise is not about giving in on everything. It’s about finding a middle ground where both sides walk away feeling satisfied. When people see that you’re flexible and willing to meet them halfway, it builds mutual respect and increases their willingness to commit.

Compromise is especially important in cross-cultural deals or long-term partnerships, where rigid positions can be seen as arrogance or disrespect. By showing that you’re open to adjustments, you signal cooperation — and that’s a powerful message.

For example, if a potential partner is hesitant due to budget constraints, instead of pushing back, you might offer a phased rollout or a limited pilot program. You don’t give up your value — you simply make it easier for them to say yes.

Listening and Compromise: A Powerful Combination

When you combine active listening with a willingness to compromise, you become more than a seller — you become a collaborator. You shift the conversation from “us vs. them” to “we’re in this together.” And in that space of collaboration, deals are not just signed — they are built.

Ultimately, people don’t just buy products or services — they buy trust. And trust is built through listening and the spirit of give-and-take.

So, the next time you sit at the negotiation table, don’t just pitch. Pause. Listen. Adapt. And be ready to meet halfway. That’s how real deals are done.

About Us

Curt & Co Pte Ltd is a consulting company started amongst a group of business owners who were looking for a consulting company themselves for advice !

Our offices and our focus markets are in Philippines, Indonesia, Singapore, Vietnam and Malaysia. With clients ranging from 1 man operating SMEs to listed companies, we are proud to have helped our clients across different industries gain market entry into the South East Asian region.