Four Reasons Salespeople Lose the Deal

Four Reasons Salespeople Lose the Deal

Do you find yourself placing the blame on others when your sales pitch goes sour time and time again? Unfortunately, it’s common for salespeople to point the finger when they fail to close a deal, instead of evaluating their own sales strategy. As a salesperson, you know how difficult it is to close a deal, but you may be sabotaging yourself by making these four most common mistakes.

  1. You Know Nothing About the Customer: Before you even think about calling a prospective customer, you must research beforehand. Besides knowing the obvious like names and current positions, you should also research current company achievements, new initiatives, industry trends, and partnerships, among other things. In order to build the proper sales strategy, know your customer and their business like the back of your hand.

  2. You are Completely Unprepared for the Call: Just like you, your customers don’t have time for an unproductive call. A good salesperson anticipates what kinds of questions customers will ask and drafts the appropriate answers. If representatives don’t have the answers at their fingertips, they should make it a priority to address the questions during the follow-up call.

  3. You Talk About Your Company, Not the Customer’s Needs: Some of the most successful salespeople spend more time listening to their customers than talking. Odds are your customers already know what you do, so they don't need a 10-minute company overview. Instead of explaining why your company is different, spend time carefully listening to your customers needs.

  4. You Focused on the What Not the Why: Customers don’t want to hear blanketed statements like “we are trustworthy and reliable” or “our customers experience fast ROI.” They want real numbers and proven statistics like how your customers experienced a 60% ROI within the first year. Instead of focusing on the what, focus on the why.

Do you find yourself placing the blame on others when your sales pitch goes sour time and time again? Unfortunately, it’s common for salespeople to point the finger when they fail to close a deal, instead of evaluating their own sales strategy. As a salesperson, you know how difficult it is to close a deal, but you may be sabotaging yourself by making these four most common mistakes.

  1. You Know Nothing About the Customer: Before you even think about calling a prospective customer, you must research beforehand. Besides knowing the obvious like names and current positions, you should also research current company achievements, new initiatives, industry trends, and partnerships, among other things. In order to build the proper sales strategy, know your customer and their business like the back of your hand.

  2. You are Completely Unprepared for the Call: Just like you, your customers don’t have time for an unproductive call. A good salesperson anticipates what kinds of questions customers will ask and drafts the appropriate answers. If representatives don’t have the answers at their fingertips, they should make it a priority to address the questions during the follow-up call.

  3. You Talk About Your Company, Not the Customer’s Needs: Some of the most successful salespeople spend more time listening to their customers than talking. Odds are your customers already know what you do, so they don't need a 10-minute company overview. Instead of explaining why your company is different, spend time carefully listening to your customers needs.

  4. You Focused on the What Not the Why: Customers don’t want to hear blanketed statements like “we are trustworthy and reliable” or “our customers experience fast ROI.” They want real numbers and proven statistics like how your customers experienced a 60% ROI within the first year. Instead of focusing on the what, focus on the why.

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