Four Reasons Your Sales People Struggle to Close
1. Premature Proposal --- They quoted before qualifying. Once a prospect has your salesperson's proposal, they're not needed anymore. Adopt the mindset that prospects must earn the right for the time and effort needed to craft a solution.
2. No Pain --- Presentations don’t close deals. Without uncovering a prospect’s pain or a compelling reason to change, the chance of closing a deal is slim. Don’t forget the Sandler Rule…. No Pain, No Sale.
3. Need for Approval --- It’s likely that your salesperson's uncanny ability to build rapport becomes their biggest hurdle when it comes to closing. Salespeople oftentimes don’t want to be seen as pushy, so they take wishy-washy commitments from prospects. i.e. “call me in a couple of weeks.”
4. Decision-Making Process --- Meeting with the decision-maker is great, but that’s only one part of the decision-making process. You also have to understand: who, what, when, where, why, and how.
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