Losing a sale can be a frustrating experience.
Have you ever been puzzled over why your prospect didn’t buy? Here are 5 clues to help you identify why you may have lost that sale, and 5 ways win the sale next time.
1. You didn’t find out enough about your prospect’s needs and wants
It’s easy to rush into a sales pitch when your prospect describes a problem because you just know you can help. When you do this you risk discovering too late that the surface problem isn’t the real problem. To avoid this, ask more probing questions to get at the heart of your client needs and wants.
2. You didn’t demonstrate enough value
These days your prospects can easily find out what your competitors are charging. It can be hard work and unprofitable if you’re only strategy for dealing with this is to undercut their prices. One strategy for dealing with this is to make sure your sales process demonstrates why your prospects should pay more for your product or service. For instance, what’s unique about your business that prospects would care about? How clear to your customers are the benefits of doing business with you?
3. The language in your sales pitch was too complicated or technical
Your prospect probably isn’t an expert in your field. Did you use language or technical jargon they didn’t understand? Confused buyers are more likely to say ‘No’ to your product or service. So, you could boost your sales by using plain language your prospects can understand.
4. You didn’t ask for the sale
Many people who are involved in selling feel too embarrassed to ask for the sale. They email their quotes and proposals hoping their client will say ‘Yes!’, rather than asking them for a decision. The risk is that a more decisive and confident sales person will win the sale. Many prospects are busy and other decisions and issues will cause them to defer getting back to you if you leave the ball in their court. Some ways to get over this are to:
- Make it clear to your prospect that you’ll ask them to make a decision as part of your sales process.
- Remember that if you leave them to buy from someone else they may get an inferior product or service, so you’d be letting them down!
5. You didn’t follow up with your prospect
It’s ideal if you can get a decision straightaway, but sometimes prospects genuinely need to go away and think about your proposal or offer. If you leave them to do this for too long other sales people might jump in a steal the sale. In this case, book a time to follow up with them. This will give you a chance to get rapport again and answer any questions they may have without seeming pushy.
If you’d like more successful sales techniques to help you create the business profits you really want in 2017, we’re running a Sales Success Made Simple workshop on Thursday 9th February 2017.
How much will this seminar cost?
Book by Monday 26th January 2017 to benefit from our Early Bird offer of £169 +VAT per entry ticket. We are already taking bookings and we don’t want you to miss out. The standard single ticket entry is £209 +VAT with a special reduction for two standard tickets purchased together at £310 +VAT. Standard Terms & Conditions Apply.
How do I book?
Simply reply to this email and connect with the seminar leader, Madeleine Morgan, who is keen to meet you. Madeleine is one of the UK’s leading Business Guidance experts with over 25 years’ experience in helping people just like you.
What have people said about our previous events?
“Having attended your seminar I would like to thank you for such a superb and worthwhile event. I discovered tips and strategies that have worked well and that I hadn’t encountered before.”
- John Gibson, Giddings Lane Will Consultancy
“Just want to say a huge thank you to Madeleine and Tim for making sales look and sound simple! It's one of those things that meant nothing to me and yet I left the workshop so fired up.”
- Paul Peek, Peek Photography
“The sales training day by Madeleine and Tim has been absolutely invaluable to me as a salesperson and a business owner. Before the course I was losing sales as a result of simple mistakes. After the course, I have been full of confidence and view selling as an adventure – which means that I have made more sales at higher rates!”
- Frankie Dubery, Business Owner