Sometimes, it is apparent why you did not close the deal. Maybe you did not properly qualify the prospect. Perhaps you did not act with a sense of urgency. Or maybe you appeared as dishonest and ended up turning off the prospect. Of course, you may bn9t be managing expectations. But sometimes, the reason for a lost sale is not so apparent. Still, why are you losing sales?
How Are You Seen?
It may be that your customers view you as just another salesperson. With all the readily available information, your prospects have access to everything they need at their fingertips. They can easily research other companies, including your competition. They know they have many choices regarding the solutions, products, and services you provide. As a result, prospects no longer feel pressured or manipulated by sales professionals. If you rely on the same outdated selling techniques, assuming the sale, most of your prospects will view you as just another salesperson trying to sell them something.
Instead, consider asking thoughtful questions to create more meaningful conversations with your potential customers. Listen to their responses. Genuinely listening to your prospects will start to build your relationship; they will want to stay engaged and better communicate their wants and needs. They will begin to recognize you as an authority in your field instead of just another salesperson.
It is more important to focus on solutions than selling. Many salespeople are trained to ask as few questions as possible to learn the prospect’s needs. They immediately launch their sales pitch. They focus entirely too much on the product, the features, and benefits (even if it is not a good fit) instead of learning more about the problem the prospect is facing.
You Are a Problem Solver
You must remember that you are a problem finder. It is your duty to find a way to solve the problem. It is no longer enough to be good at merely solving problems; you also must be a detective and help prospects uncover issues they may not have discovered.
Sometimes, you may be too enthusiastic about your solutions. This may be pushing some potential clients away. You might think that if you come across as enthusiastic and excited about your offering, that your enthusiasm will be contagious, and your prospect will feel excited, too. Yet frequently, the opposite is true. When you are overly enthusiastic, prospects will do one of two things: They will disengage because you have overwhelmed them, or they will get defensive, present objections, or reject you altogether.
Instead, try being friendly but keep your enthusiasm to yourself. You may want to consider being calm and relaxed. This will put your potential clients at ease when communicating with them. Approach the conversation as though you were talking to a family member or friend. You will likely see the prospect open to you.
If you find yourself losing sales you felt confident about, think about how you might be unknowingly doing it to yourself. Are you using the same sales tactics and techniques you have always used? Do you dive right into a sales pitch? Or maybe you are just naturally enthusiastic, and you end up driving prospects away. When you consider and adjust some potentially harmful behaviors and strategies, you ca