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 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.
Want to lower your chances of making a sale by 17 percent? Sprinkle the word discount in your sales conversation.
In an article for Harvard Business Review, Steve W. Martin writes about common reasons salespeople don’t close deals, some of which may not be obvious to the seller.
A prospect may be very responsive at the beginning of a relationship but as time goes by, the rep may find it harder to reach him or her–until the responses completely cease. This is called ghosting.
In your sales calls, where does talk of price generally pop up? If you discuss it intermittently, you should consider adjusting your strategy.
Professional salespeople, who sincerely match customer needs with the product or service, can be much more relaxed once they reach the commitment stage. If you’ve been conscientious all along the way in working with your prospect, the two of you will naturally progress into the commitment phase.