Rarely does a week go by that I don’t receive calls or emails from professionals who are frustrated with their closing rates.
“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.
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!