As different as you’d like to think your product or service is from your competition, there are rarely cases that product alone makes you the obvious choice to prospects. So, what is it your prospects are looking for? What will make you stand out? Here are a few pieces of advice from SellingPower’s Matt Singer.
If you’re still not closing at the rate you want, here’s what you should try next.
Last week, we discussed “fake facts” in regard to presentations; now it’s time to turn our attention to closing. There are a lot of myths out there about closing, and unfortunately, reps take those myths to heart.
Are you blaming the prospect when you can’t close? Are you telling the boss it’s the prospect’s fault that you can’t set an appointment, or they won’t order now?
As easy as it is to point your finger at a prospect when a sale that should have been fool-proof doesn’t close, have you ever stopped to consider maybe you’re the reason it fell through?
Do you find that you are losing a notable number of sales? If so, it’s time to examine what is causing the losses and how to fix it. Rather than blame lack of interest by prospect or tight budgets, you might want to take a look at other causes.
The end of the year will be here before you know it. And the accounting will begin. You know what I’m talking about.
In this episode of the Sell Smarter podcast we give advice for closing your sales pitch. You can always get more great insights like these every day at SalesFuel.com and the SalesFuel mobile app!
“Thank you for your consideration.” These words are the typical polite response to a prospect turning down your deal. Often reps use this phrase as a farewell before walking away from a lost deal. But, it’s actually something you shouldn’t say.
You’ve led the prospect through the sales funnel. You finally ask, despite heart palpitations and hand sweat, for their business. And the answer is…no?