"Why Am I Not Closing Enough Business?"
Jeff Goldberg
??Sales Problem Solver?? You CAN see more prospects & close more business without feeling "salesy."
This is the question I get the most often from salespeople.
While there could be a multitude of answers, the most common ones are:
1) You're not seeing enough prospects. Prospecting for meetings with decision makers isn't usually fun, isn't usually easy, but it's the #1 reason salespeople fail. They aren't meeting with enough potential customers.
2) You're focused on pitching. The only place for a pitch is on the mound at a baseball stadium. Want to sell more "stuff?" Learn how to have better conversations. Sales is a conversation, or series of conversations, leading to help the other person choose to do business with you. Stop pitching and start conversing.
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3) You're not investing the time, up front, to begin to establish a relationship. In 50 years of selling I've seen a lot of things change, but one thing hasn't: Unless they have no other choice, because you've got what they want and they can't get it anywhere else, people will go out of their way to NOT do business with you unless they like and trust you. Invest time in establishing rapport.
4) You "choke" when it comes to discussing money. I've seen thousands of presentations, and I've seen LOTS of great ones where the seller is doing a terrific job until the times comes to discuss money. When telling a prospect your price (which should only come after you've established enough value in their mind) it needs to be stated with complete confidence. You should be thinking, "This is a great price and of course this prospect is going to feel the same way!"
5) You don't ask for the business. The goal of every sales conversation is to get to the end of have the prospect say, "Sounds good...sign me up." That said, most people still need to be invited to buy and we do that by asking a closing question. Don't be afraid to lose a deal...we all win some and lose some, but don't lose the deal because you were afraid to hear the word "No."
Learn how to prospect and sell and you'll never starve. Do both well enough and you'll thrive!!
Empowering Ambitious Professionals & Business Leaders in Wellness, Finance & Law | NLP & Hypnotherapy Practitioner | Transforming Self-Doubt into Confidence & Clarity to Achieve Sustainable Growth | Author | Speaker
2 周Great article and love the reframes you share Jeff! Sales is a conversation and if we're comfortable conversing with people that means we're comfortable with sales ??
**The Best Sales Speaker | 7X Author | Founder of Sales Confidence Mastery Group & Empowering Financial Professionals Group | Helping People Sell Themselves & Their Services Better—Right Away!**
2 周I love the article!!! Cold water to the face! This ideology that people can make sales without selling and that the branding and social media presence will sell FOR them is Killing them! This article needs a megaphone!