Over the past few months we have conducted various sales tests on salespeople from different companies to identify and measure their skills at different stages of sales, with the aim of designing more effective training programs in accordance with the reality of each company.
One of the most striking results of this sales test is that many salespeople do not know how to close a sale and their skills in the closing stage are very limited.
Although they are supposedly selling, reality shows that the customer is the one who is actually buying.
Why salespeople don't close sales
Seller errors or mistakes during the closing of the sale
These assessments show that not all salespeople have the attitude, techniques and skills necessary to be successful at the closing stage.
The main reasons why you are not closing all the sales you should are detailed below.
They don't try to close the sale.
In a very high percentage, sellers do not even try to close the sale (they do not propose it) and expect the customer to make the decision to buy.
They leave all the initiative to the client and forget that closing the sale is the exclusive responsibility of the seller.
They lack techniques to close sales.
They know and master very few closing strategies (two on average), which makes them insecure when closing the sale.
A salesperson should know list of south africa consumer email a minimum of ten closing strategies and know how and when to use them.
They don't know when to try to close the sale.
Many sellers are unaware of the best times to close a sale and miss out on great opportunities to do so quickly.
When these moments are wasted, selling becomes more difficult.
How to strengthen sales skills?
Sales strategies and techniques that will lead your sales team to extraordinary performance
Click here
How to strengthen sales skills?
Sales strategies and techniques that will lead your sales team to extraordinary performance
Click here
How to strengthen sales skills?
Sales strategies and techniques that will lead your sales team to extraordinary performance
Click here
They do not identify purchase intent signals.
When customers are interested in purchasing, they unconsciously emit signals that demonstrate their intention to buy.
When the seller does not identify them, he loses a very valuable opportunity to close the sale at that moment.
They argue too much.
During the closing stage of the sale, many salespeople engage in arguments rather than trying to close the sale.
This amount of arguments only demonstrates the seller's insecurity and, in many cases, leads to the loss of the sale due to too much talk.
They are afraid of losing the sale.
Ironically, some salespeople's fear of losing the sale or of upsetting the customer causes them to not try to close the deal and ultimately lose the deal.
How can you be afraid of losing a sale that has never been made?
They don't insist enough on closure.
When they attempt to close and receive an objection from the customer, they do not attempt to close the sale again.
They just provide a bunch of arguments to overcome the objection and then remain silent, once again hoping that the customer will be the one to decide.
It is precisely in those moments of silence that the sale can be lost.
