Thoughtful Thursdays – When a sale isn’t closing
Ever get the feeling that a sale is not closing as expected? Today’s sales thought is about what to do when you get that feeling.
It happens to all of us at some point. Your sales process is moving along well, rapport with your prospect is good, they see the value of buying from you, yet the close remains elusive.
Questions to be asked include:
- Are there additional people involved in the decision making process?
- Has the competitive situation changed?
- Have customer priorities changed?
- Have customer needs changed?
- Did you ask for the order?
Sales closes move out all the time. It is not always in your control, however you want to be aware of the reasons. If rapport with your prospect is good, they are more likely to tell you or hint at the reasons for any delays.
Don’t panic. Step back, get the information you need, reset your sales expectations and create the action plan that will result in meeting the revised expectations.
As a sales professional you are probably doing the right things, so keep doing them. Closer monitoring in the short term may be beneficial for peace of mind.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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