Although there are many valid reasons for not making a sale, many business owners Give Back Sales that they have already made . Sometimes with good intention, always resulting in lower income. If you are a business owner, you are a sales person.. and this isn’t a bad thing. If we have gotten a prospect interested in our product, it’s time make the deal.
Just how do we do this?
- We don’t use a sales process, but instead rely on a gregarious and entertaining personality. Bad idea. No one will pay for entertainment. Prospects buy on their own terms when they have determined you are offering real value.
- We don’t understand our prospect’s buying signs. People buy on their terms and not our ours. If we are selling to a highly dominant individual, it doesn’t help us to prolong the sales engagement. Instead, we need to get to the point quickly. Likewise, if we are selling to a conscientious detail-oriented individual, we need to spend more time sharing specifics and details. Check out this video on DiSC personality types in selling
- We offer discounts before a prospect asks .. which devalues our offering. If a sales person immediately lowers the price before discovering a prospect’s needs, warning bells goes off.
- We qualify and get a prospect interested, and then we confuse matters by offering additional products. Be clear about what we are selling, pay attention to signs of interest, and then complete the transaction before confusing matters.
- We assume a prospect wants to buy but forget to ask. Assumptions are sales killers. What we feel (and assume) in a sales situation is often inaccurate. Asking clarifying questions up until the point we are ready to ask for the sale will help us get a “yes”