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?
The end of the year will be here before you know it. And the accounting will begin. You know what I’m talking about.
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?
In sales, wording can mean the difference between closing a sale or walking away disappointed. Language plays a big role in success, and not just because of its subtle influence over buyers. Saying the right thing also lends confidence to the seller, and we all know confidence is a major key to closing.
Power statement: a statement that makes your product or service outstanding, understandable, credible (incredible) and buyable. A (non-traditional) statement that describes what you do and how you do it in terms of the customer and his or her perceived use or need for what you’re selling.
There may be one sales challenge that you’ve never considered: Yourself. Some sales reps find themselves at the close with a ready and willing buyer, only to make a mistake and cause the deal to fall through.
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
One of the most challenging parts of selling is the close. There are so many tiny mistakes that can lessen your chances of making the sale.
The prospect won’t buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.
The sales process can be a long and arduous journey. Depending on the situation, what might start with a prospecting call in February could easily not close until March of the following year. With that kind of time spent, there’s nothing more frustrating than getting 99% of the way through a sale, only to watch it fall apart at the last minute.
It‘s time for more straight talk today on goal setting. So let me ask you this: What IS your quota this year? How about your revenue goal? I‘ll bet it hasn‘t gone down.