Thoughtful Thursdays – What is the real reason the sale was not made?
It happens more often than not, but how often do you take the time to analyze why?
If you want to increase your close rate, it makes just as much sense to know why the sale did not close as well as celebrating the successes.
Superficial reasons include but are not limited to price, quality, service and delivery. Let’s assume for the moment that the playing field is level in terms of price, quality, service and delivery. What are other considerations that might have an effect on the buying decision?
Let’s consider the following:
- Cost of changing suppliers
- Risk of changing products
- The affect on the customer’s customer of changing suppliers/products
As much as we would like to think, might not always be a bed of roses for the prospect, or as easy to make a change as originally thought.
The point today is to think deeper about customer needs beyond the immediate benefits your product/service offers. Take interest in the bigger picture, it just may be the difference between a new customer and missing a target.
Good selling,
Richard
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