10 Top Reasons Why Most People Fail To Close The Sale

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Submitted by Simon Hazeldine on Mon, 11/06/2007 - 9:50am.

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Word Count: 407
Character Width: 60
Resource Box: Bare Knuckle Selling / Bare Knuckle
Negotiating

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"The 10 Top Reasons Why Most People Fail To Close The Sale"

- by Simon Hazeldine (MSc FInstSMM)
The "Bare Knuckle" Salesman

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If you want to close more sales you need to stop doing the
following:

1. Rushing into sales call without being properly prepared

Don't rush into sales calls without having thought about
what you need to prepare in advance. If you don't have the
information the customer wants about your products and
services immediately to hand then you risk losing the sale.

2. Having very little idea about what you want to achieve in
each sales call

Everyone knows it is important to set goals. It's just
common sense isn't it? However what is common sense is not
common practice. I know you know about how to set specific
objectives for your sales call. The question is, do you do
it?

3. Not introducing yourself to the customer properly

You never get a second chance to make a first impression.
When meeting a prospective customer for the first time,
relax, slow down, smile and introduce yourself calmly and
clearly.

4. Not grabbing your prospect's attention

You must get your prospective customer's attention fully
onto you. Hook the customer's attention. One of the fastest
ways is by making them curious about what you have to offer.

5. Not establishing rapport

You can establish rapport by having a genuine desire to
truly understand what is important to the other person. It
sets you apart from your competition.

6. Talking too much about your products/services

Telling is not selling. Asking questions to understand what
someone wants and then showing them that you can help is
selling.

7. Assuming you know what the customer wants

It is dangerous to assume you know what a customer wants.
Ask questions and listen carefully to the answers. What you
hear that will help you to close the sale.

8. Not understanding how much money the customer has to
spend

Many prospective customers will be very happy for you to
provide free advice and consultancy and avoid talking about
money. You are a salesperson, not a free advice bureau. A
sale isn't a sale until the money is in the bank.

9. Not watching for buying signals

Keep your eyes and ears open. Look out for verbal and non-
verbal signs of interest. Look and listen - the customer
will tell you when they want to buy!

10. Not closing frequently enough

It usually takes several attempts to close the sale. Make
sure you close frequently and sooner rather than later. The
customer is expecting you to ask for the order, so do so!

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Simon Hazeldine is the author of the bestselling books
Bare Knuckle Selling (foreword by Joe Vitale) and
Bare Knuckle Negotiating (foreword by Duncan Banatyne)