7 Reasons Salespeople Don’t Close the Deal
Salespeople encounter numerous obstacles when trying to seal the deal, affecting their success rates. Discover insights from Steve W. Martin's article on the reasons behind these challenges, enhancing your sales strategies for improved closing outcomes.
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7 Reasons Salespeople Dont Close the Deal 7 Reasons Salespeople Don t Close the Deal. (2017). Steve W. Martin. Harvard Business Review.
1. They are not trusted or respected. Just 18% of the salespeople buyers met are classified as trusted advisers whom they respect. 2. They can t converse effectively with the senior executives. It is critical for salespeople to understand how C-level executives think and be comfortable in communicating with them in the language C-level executives use.
3. They cant clearly explain how their solution helps the buyer s business. 4. They are too self-centered. 44% of buyers believed salespeople are only serving their own agendas, and 25% say salespeople only care about making the sale.
5. They use the wrong closing strategy. Hard closes such as last time we ll have this offer don t work. Soft closes such as if you invest another $50,000 you ll get a 10% discount are better. 6. They don t alleviate the risk of buying their solution.
7. They cant establish a personal connection with the buyer. The salesperson was too pushy. She had a difference in communication styles. The salesperson s personality was much different from mine. The salesperson was too eager to befriend me. There was a difference in age.
Eighty-one percent of buyers indicate they would rather talk with someone who shares their mannerisms. Thus, developing rapport is critical. Salespeople must become communication chameleons speak the buyer s language (industry, technical and job function) and mirror buyer s body language and mannerisms. Salespeople must connect emotionally, because it s the only advantage they have over algorithms.
